There are several digital strategies you can use to increase sales for a B2B firm that, taken along with a strategy, can allow you to build a lead-to-sales conversion machine.
We will examine various digital strategies you might apply to increase your sales in this blog.
You can start by designing your website to provide chances to record visitor information. Once you possess this knowledge, you can implement the strategies further covered in this piece. For instance, you might ask people to register for newsletters, blog updates, whitepapers, demos or webinars in exchange for their email address, therefore allowing you to distribute the material to them.
Once you have your leads’ email address, provide them useful content to further educate and guide them through their buyer’s path. This helps you to stay in touch with those who aren’t ready to buy yet; but, once they are, you will still be a brand they consider.
Once you have a prospect, you should provide them materials that will gently guide them along their buyer’s path and towards making the next action resulting in a sale. Though you should keep in mind which platforms your consumer persona would most likely interact with, there are several ways you might remarket.
Create a coordinated understanding between your sales and marketing teams about what qualifies a lead as sales-ready and fit. Once this is finished, your sales team will be able to identify when a prospect is most open to your approach or whether they require further development since they are not yet ready for a sales call. From this perspective, you won’t scare away leads who aren’t yet ready for the sales conference or lose opportunities who aren’t being reached at the best time.
Businesses want to know they have a proven track record of service delivery and they can rely on the company they are buying from. Social proof—where other clients describe how your company has benefited theirs with the particular product in issue—is the finest approach they can acquire this from. This gives prospective customers strong confirmation of the authenticity of your company.
If you do not have a search bar, you are depriving those leads already further down the funnel of a key tool and decent user experience when data reveal site searchers are 200% more likely to convert than ordinary visitors.
With figures showing 65% of executives who saw a video then visited the brand’s website and 39% of them called the company, using video is getting more and more common. This is mostly due to how powerful this kind of material is. Therefore, you can lose those leads that expect and prefer to view video before making a purchase if you are not giving prospects an opportunity to consume material this way.
Making the first sale gives the ideal chance for a second sale, either cross-selling or upselling. Returning customers will be more willing to buy add-ons and upgrades for the same product they first purchased. If you are a SaaS company and a customer has purchased part of the software you provide to handle their invoices but not the part handling their time tracking, to cross-sell, you could let them know these services are complimentary to each other, and you could have one program that handles all of your data in one location.
If you wish to increase sales, ultimately, it starts at the bottom; you have to get more leads from the beginning and use those leads by looking after them and guiding them through their buyer’s journey using different strategies. This will eventually bring more right-fit clients and sales for your company.
