Is closing new sales deals for your Education Technology (EdTech) business a constant battle? Don’t stress; you’re not the only one. According to Hubspot, 36% of salespeople say that closing sales is one of the toughest parts of the sales process. Fortunately, there are strategies you can use to boost your Education Technology (EdTech) sales by 50%.
There is a brand-new way of selling, where your prospect is at the center of the process. It’s called Inbound Sales. In this technique, leads find content you share and enter your sales funnel. Then you become a reliable advisor, as you help them make an informed decision based on the phase they’re in in the ‘Buyer’s Journey‘.
Share informative content
According to Hubspot, just 29% of individuals will seek advice from a sales representative when seeking product info while 62% will jump right to looking online. Content is, therefore, an essential part of your sales strategy. Your content must provide answers to the questions commonly asked by your ideal customers. Use different platforms to get to as many people as possible. For example, you can frequently produce blogs, case studies, social media posts, ebooks, white papers, and market reports that your potential buyers can access and get the info they need.
Here are some wonderful ways to use the content structure called Inbound:
You need to make yourself as available as possible to potential clients. If they send you an email, react quickly. If they give you a call, respond to them without delay. If they want to have a meeting with you, make the time. If you can’t meet them in person, set up a conference call. Be willing to meet whenever is convenient for them, whether it’s on weekends, vacations, or after hours. Being available for your leads will offer you a lot more opportunities in a shorter time period to find out more regarding them and lead you to close more sales.
Pay attention carefully
The key to success in sales is to listen more than you talk. When meeting your leads, instead of rambling on about the advantages of your services or products, start an exploratory discussion or an exploratory telephone call. This includes asking questions, paying attention to their answers, and thoroughly observing their responses and actions. Be mindful and take notes. Take note of both what they’re saying and how they’re saying it. Look out for anything that will help you fulfill the prospect’s needs much better. Reacting correctly to their needs and issues will help you understand precisely who you’re marketing to and will improve the chances of closing your sale.
Ask the right questions
How you manage the closing discussion with the prospect will determine whether you will win a customer or lose a sale. Make use of the appropriate words in the closing discussion could make all the difference. Below are a few of the questions that can improve your closing rate:
- “Great, happy to prepare your contract. What would stop us from working together?”
- “Great. I will prepare your agreement. When would be a good time to review the agreement together on another call? I want to make sure we address all your needs.”
- “If I’m able to get you [special prices, unique feature, special service], would you be able to sign by [date]?”
Conduct regular trainings
As you may already know, salespeople have to keep on top of industry updates and trends in order to execute with results. A report by Salesforce revealed that excellent training could boost sales efficiency by as much as 20%. It’s a good idea to hold a weekly or bi-weekly training sessions with your sales group. Take some time to identify real circumstances your salespeople are dealing with on daily basis. Show detailed methods that could be used to deal with the scenarios. Additionally, enable your sales employees to share experiences they’ve collected while in the field. With time, you will have the ability to see a boost in closing rates from your qualified sales team
Include at least three options in your proposals
If you offer your potential customers with just one option, they might choose to browse somewhere else. For that reason, make sure to have a minimum of three options in each proposal. Potential customers should have the ability to select amongst lower-end services with marginal functions to exceptional choices that have complete capability. This suggests that the majority of potential customers will have the ability to choose an option that is a perfect fit based on their needs and spending plan.
Ask for referrals
One of the most effective ways of getting new clients is via referrals. The best time to request a referral is when somebody has just purchased your product and services. If the new clients are happy their purchase, they will be more willing to share with others that could also be ready to start the journey as a qualified lead. If they do not make a referral right away, they will still have you on their mind.
Nurture, nurture, nurture
A study by Hubspot revealed that 63% of leads requesting info regarding your firm will not make a buying decision for at least 3 months, while 20% will buy after more than 12 months. You should, therefore, think about sending out lead nurturing emails to educate and engage your leads until they make a purchase. Send them regular informative and non-sales driven content that will lead them through the buyer’s journey. Ask questions and communicate with your leads to get a better idea of what they want to learn more about. This will allow you to offer content that is relevant and timely.
The customer-centered sales process laid out above is a unique technique called Inbound Sales. The Inbound Sales Methodology focuses on helping your potential customers address their issues by following their Buyer’s Journey throughout your Education Technology (EdTech) sales process.
It can be extremely difficult to do all this alone. We here at Responsify partner with Education Technology (EdTech) sales and business development pros to offer strategy, support, and help in implementing these strategies. By collaborating, we help marketing and sales people purposefully draw in brand-new website visitors, convert them to qualified leads, and then satisfied clients.
We’ve helped many sales pros integrate Inbound into their existing sales process. Do not hesitate to schedule your free strategy session now to help you review your assets and get free insights and suggestions to close even more sales.