Every B2B technology salesperson knows that the faster you can close a sale, the more money you make over the year: Less time negotiating and doing admin means more opportunities to sell.
In the past, to increase sales businesses would focus on Quantity over Quality. They would spend large amounts of time and money casting a wide net in the hopes of reeling in anything- good leads or not.
Now buyers are more informed than ever. With access to an infinite amount of information at their fingertips, business leaders have become quite discerning BEFORE they speak with sales.
So, how can you speed up the sales cycle and still land high-quality leads? Here are 10 strategies that will help you close deals quickly and efficiently. So put your armor on and get ready to speed up your sales process!
1. Use video content wisely
Video has become an indispensable tool for salespeople looking to connect with customers in a more impactful and memorable way. With the standardization of remote communication, video allows salespeople to bridge the gap between in-person interactions and virtual ones by offering a more personalized and dynamic experience.
Using video as part of your sales strategy can be an incredibly effective way to quickly capture a potential customer’s attention and build rapport. By creating a short introductory video, you can introduce yourself and your company, giving the customer a glimpse into who you are and what you stand for. This can help build trust and credibility from the outset, as customers feel more comfortable working with people they know and like.
Additionally, video can be used to showcase your products or services in a way that static images and text simply can’t match. By demonstrating your products in action, or providing a detailed explanation of your services, you can help customers better understand the benefits of working with you. This can be especially powerful when dealing with complex or technical products, where a visual demonstration can make all the difference.
By leveraging the power of video, salespeople can create a more engaging and effective sales pitch that resonates with potential customers. Whether you’re looking to introduce yourself, highlight your offerings, or simply build stronger connections with your audience, video is a versatile and valuable tool that can help you achieve your goals.
2. Use social media to your benefit
Use social media to see what people are saying about you and your competitor’s brands, as well as stay updated on relevant sales conversations in the B2B technology industry. By engaging with others online, not only will you get ideas for blog content, but you’ll also be seen as an authority figure in your field.
Make sure you’re using social media to its full potential by driving traffic back to your website and converting traffic into sales. Share Interesting photos and stories, leave links to your site, and make sure new content is shared across all channels. If someone takes the time to engage with your posts, show that you appreciate it!
Many platforms enable you to put a “buy now” button on your posts, so customers can make a purchase without leaving the site. Social media is extremely influential in buying decisions – Sprout Social discovered that 70% of customers consult social media before making any kind of purchase.
3. Create an ideal image of your target customer (buyer persona)
In order to speed up your sales, you should take some time to really think about who your target audience is. Who are they and what do they need? Once you’ve identified your ideal buyer persona, tailor your messaging and content to fit their specific needs.
Not only will this streamline your sales process, but it also ensures that the people you’re targeting are more likely to become customers. Don’t waste time trying to sell to those who aren’t interested – focus on the ones who need your solution and have pain points that you can solve.
4. Design a customer-friendly website
Your website is often the first impression a customer will have of your business, so make sure it’s a good one. Make navigation easy and information readily available. Include relevant content, testimonials, and case studies to show potential buyers how your software has helped others.
Make sure your website is mobile-friendly as well – Netim found that 66% of searches are done on mobile devices. Aim for a clean design that highlights the features and benefits of your product or service in an engaging way.
5. Utilize SEO methods
Having an amazing website does nothing for you if no one can find it. Search Engine Optimization (SEO) is crucial in driving traffic to your website and improving its overall ranking on search engines like Google. Use keywords related to your industry, as well as location-based keywords if you have a brick-and-mortar business or serve specific areas.
Including backlinks in blog posts or other content can also improve your SEO – make sure they’re from reputable sources that are relevant to your industry. Regularly update old blog posts and create new ones with fresh ideas to keep readers interested and improve SEO even further.
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6. Keep track of your progress
You can improve your business plan by revisiting it every now and again to track your progress. For example, see where most of your web traffic is coming from originally. Is social media driving them to you? Email lists? Additionally, evaluate how many people convert into leads and customers.
Utilizing analytics tools like Google Analytics can give you valuable insights into how your website is performing and where potential customers are coming from. This can also help you identify any problem areas and make necessary changes to improve your sales process.
7. Offer free stuff with value
Who doesn’t love free stuff? Offering potential customers something for free, like a trial or a sample, can be a great way to attract and retain them. But make sure it has value – give them something that shows how your solution can solve their pain points or improve their lives in some way.
This strategy works best when paired with other techniques, like targeting a specific buyer persona and utilizing SEO methods to drive traffic to your website.
8. Personalize communication with leads
Generic messaging won’t cut it anymore – personalization is key in any form of communication with leads. Use their name in emails and tailor the message to fit their needs based on information gathered from previous interactions or interactions on your website.
Additionally, consider the best method of communication for each individual lead. Some may prefer a phone call, while others may respond better to an email or another form of messaging.
9. Offer exceptional customer service
The buying process doesn’t end once a customer has made a purchase – it’s important to continue offering exceptional customer service to retain them as happy and loyal customers. This could include providing detailed instructions or training on how to use your software, being available for any questions or concerns they may have, and consistently updating and improving your product based on their feedback.
Happy customers are more likely to recommend you to others and serve as positive word-of-mouth marketing for your business.
10. Network and attend events
Don’t underestimate the power of networking. Attend events in your industry to meet potential leads and gain valuable connections that could possibly lead to future business opportunities. This can also help you stay up-to-date on current trends and developments in the industry, giving you a leg up on the competition.
Networking doesn’t have to be limited to physical events – consider joining online communities or reaching out to professionals through LinkedIn as well. Just make sure you’re adding value to any conversation, whether it be offering helpful advice or sharing interesting articles related to the industry.
11. Maintain a consistent content schedule
Customers are constantly being bombarded with sales & marketing messages, and it’s important that yours stand out. One way to do this is by consistently creating high-quality content like blog posts, ebooks, and more.
Not only will a steady stream of content attract more visitors to your site, but it also shows buyers that you know what you’re talking about and establishes trust in your brand. It’s important to have a schedule for when you release new content, whether it’s weekly or monthly – consistency is key. Even if you can only spare a little time, remaining consistent will allow you to achieve big things.
Sales is essential for any business, but the process can be long and drawn out. If you want to improve your software sales, there are proven strategies that can help you achieve success more quickly. These methods may take some time and effort to implement, but they will be worth it in the end. So what are you waiting for? Get started today! And if you need help along the way, don’t hesitate to contact us. We’re here to support you and ensure your success.
But first, here’s a freebie from us. A guide on how taking small steps can lead to big results. View “What does improving by just 10% do? (It’s a LOT)” now.