The Age Of pandemic As the world moves through The uncertain times brought on by the COVID-19 Age Of Pandemic epidemic the majority of tech firms have their employees (including sales teams) working remotely. For B2B businesses who rely on sales in person, it is a significant shift. Sales teams within these businesses need to adjust to making leads and selling via remote to be in compliance in accordance with World Health Organization social distancing guidelines and to stay secure.
In the technology industry selling online isn’t something new. However, the change in customer preferences to be more responsive to changing circumstances means that tech companies need to be more creative when it comes to remote selling. This means that being able to:
Keep creating leads and selling to potential customers
Engaging with customers and giving them assistance following the purchase of their products or services.
Continue to generate revenue in the face of an epidemic
With consumers shifting to websites to make purchases How can tech companies reach their sales goals in the present environment? This article will discuss 10 strategies that can help B2B businesses that are in the tech industry to sell in this age of pandemics:
1. Use Online Demos
In this time of pandemics in which we live, it’s difficult to get customers to visit your retail store to try your products made of technology. But, you can utilize online tools to provide them with an experience in the digital format of your product or service through an online video.
The goal of demonstrations is to assist the potential customers to comprehend the value of your product or service by describing the way it functions as well as the advantages it offers customers. In the ideal scenario, your demo should enable your audience to understand the benefits in your product. Keep in mind that 71 percent of B2B buyers buy a product if they believe it is worth their time. Here are some suggestions to maximize the returns from the web:
Sketch out the prospects or customers you would like to reach out to. Spend time making the demo preparations
Be sure to know your audience and create an experience that meets the needs of your audience.
Create a meeting agenda and distribute it to your audience members in advance
Start by allowing the users to address any questions asked about your product or the need
Your value proposition should explain what makes your product stand out and explain why customers should purchase your product not the other
Discuss the steps to follow following the demos.
Utilize social media
Social media is an integral element of your brand’s image and an excellent way to increase your customers. Buyers of B2B conduct research on the internet prior to making purchases. Social media is among of the sources that more than half visit to find facts, B2B businesses should make an effort to reach the buyers on social media. However, there is more you can accomplish using social media than reaching out to your group of customers.
Social media is an excellent platform to make contact with potential clients – specifically those who make the decision. The research shows that a substantial percentage – 84% of C- and VP-level executives are affected by social media. This makes it an ideal platform for B2B businesses to reach out to people who make decisions and to gain the social proof they need to promote their product or service. Additionally, you can utilize social media to offer your customers enjoyable experiences and increase their loyalty.
Here are some helpful tips to increase the number of followers you can reach via social media.
Make your social media posts more interesting by adding video content. Users prefer video content over text, what they would with texts
Be on the lookout for complaints from customers and address them quickly
Find feedback from your target audience and then implement it
Create trust with your customers by showing the public a peek behind the scenes of your business
Ask your customers to voice their views and preferences regarding your products or services that you provide
Thank your customers for their support Thank them for mentions of your brand to keep them content
Create social media contests that include discount coupons and free giveaways to draw in new customers.
Utilize eCommerce sites
While COVID-19 has driven all businesses to sell online B2B selling isn’t anything new. Forrester Research predicts astronomical growth in B2B eCommerce, with projected revenue that could reach $1.8 trillion in 2023. When the pandemic is afoot and following, B2B companies must ensure that customers can access their products on the internet.
Because online retailers have an abundance of items that are listed, you’ll have to figure out strategies to ensure that your item is noticed in online stores. Although certain B2-B businesses have their own eCommerce pages it’s important to create shopping on the top online stores which already have a lot of visits, like Amazon with more than 150 million mobile customers as well as Shopify.
Due to a large number of sellers and products of these products, B2B companies should implement strategies that will give the advantage over competitors and rank at the top of their offerings on search results for customers. Some tips that can help to achieve this include:
Make sure that the product is properly labeled
Uploading high-quality photographs and optimizing the images for Google and other search engines.
Optimizing product descriptions and titles for the search engines by including keywords
Making the purchase process shorter so that customers can complete the purchase process quickly
Responding to customer complaints quickly
Email marketing is useful
B2B selling is a lengthy process and requires businesses to make investments in building connections with their intended audiences. With 86 percent of B2B professionals choosing to use emails for business communications email ranks third among the sources of information that B2B customers trust – following the industry’s thought-leaders and advice from their colleagues.
This makes email marketing an ideal way to reach B2B buyers. But, B2B companies should invest in a strategy for email marketing to make sure that their emails reach the intended recipients in a market that has over 269 billion email messages distributed each day. Here are a few suggestions that marketing departments in B2B firms can implement to increase the effectiveness of their email marketing:
Keep building their email lists and segment their audience
Be aware of each section and share information that is pertinent to the needs of those segments
Personalize emails and align contents to the buyer’s journey
Automate your email marketing processes to ensure that you follow you’re prospects.
Include visuals, such as videos and images into the emails you send to keep them more interesting to readers.
Use catchy subject lines for emails to increase the number of people who open them.
5 Become a thought leader
Research shows that 60 percent of B2B buyers only speak to sales representatives after conducting an online search on their own. To attract this group earlier in the buying process, B2B companies should focus on being thought leaders in their field. The best method to accomplish this is to share information that is based on a deep understanding of the industry.
With 95 percent of B2B buyers choosing to interact with businesses that offer informative information that is relevant to each stage of their journey B2B businesses can show their leadership in the field by:
Blog articles are published on their websites
Guest postings on other reputable websites
Making e-books, case studies as well as newsletters
Research reports, white papers
After publication, B2B companies should promote the content on social media platforms as well as on email.
6. Upsell and Cross-Sell Existing Customers
According to HubSpot according to HubSpot, businesses pay five to 25 times more to find a new customer as opposed to keeping one they already have. Through cross-selling and upselling, B2-B firms in the field of technology can increase their sales during the epidemic by making use of existing customers. Certain businesses already offer other products or services that they could sell, while others might require to develop innovative products that their customers require right now. In either case, upselling could provide a variety of possibilities for companies capable of doing it successfully.
Some tips that can help you to successfully upsell include:
Find out about existing customers and get to know their requirements
Provide customers with solutions that fit their needs and context.
Decide when to sell to customers an upsell – it may be at the time of purchase or when you offer customer support services
Check it is a product that you wish to sell that will provide customers greater value and will be successful
Use Influence Marketing
For a long time, the influencer market has long been linked to B2C businesses for quite a while. But, this strategy has proved to be effective for B2-B firms, as evidenced by statistics that the ROI of influencer marketing is eleven times greater than those of traditional marketing techniques using digital media. In this epidemic, influencer marketing will help you reach an even larger audience since They have platforms and a following who trust them.
Influencers also can add new perspectives to topics or discussions which are related to your company or product. Influencers could be those with an enormous fan base on social platforms such as journalists, thought leaders as well as bloggers, industry executives, and market analysts. If you choose to utilize influencer marketing to attract leads and increase conversion There are a few things you should consider before selecting an influencer
Make sure the influencer is a member of the following your business is trying to reach
Meet the persona of influence and develop relationships with him.
Tell the influencer what you’d like to see them do.
Concentrate on fostering relationships that last for a long time
Allow the influencer to utilize the influencer’s voice branding and messages without having to dictate what he must do.
Pay for ads
To increase sales on their websites, B2B companies can run paid advertisements to drive new customers and potential customers to their online shop or site. Pay-per-click (PPC) advertisements allow businesses to showcase their advertisements in the sponsored results area that appears on the results page. Through PPC, B2B businesses can present their products or services by letting their audience sends queries to search engines. Ads are displayed on the top of the results page, and a company will only be charged when a customer clicks the advertisement.
Landing pages are useful
B2B companies can utilize landing pages to drive to take action or transform prospective customers into customers in a matter of minutes. When creating the landing page, B2B companies should consider how to make the page appealing and include a compelling call to take action. The goal of landing pages is to convert users into customers in the shortest period of time. In order to achieve this goal, B2B businesses should:
Include a succinct header message
Make visitors feel enthralled by an offer that is irresistible.
Utilize animations or videos to explain the product or service that is featured.
Create trust with your customers by highlighting companies who are loyal to your brand, as well as notable reviews
Include a clear call to act
Don’t annoy them by requiring visitors to go to different pages
Create a thank you page to thank your customers for their actions
10 Give Free Suggestions In the Age Of Pandemic
For B2B businesses that provide SaaS offerings, allowing potential customers to test the service for free for a specified period of time provides them with an opportunity to know more about the service. Trials for free serve a certain reason for B2B businesses. Companies such as SentryOne offer trials for free at times when they’d like to:
Create a brand that is positive
Reduce the chance of having potential customers try a new service.
Test the market
Inspire customers to purchase
B2B selling in the Pandemic age can be as successful as any other time when you embrace different remote selling. Strategies Even without in-person interactions, B2B companies can leverage social media, influence marketing, content marketing, email marketing, and all the different strategies discussed above to keep sales rolling. Implementing all these strategies can be overwhelming and difficult to track. The best thing to do is to identify a few strategies that best suit your business and focus on implementing those consistently.
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