Education Technology (EdTech) salespeople want to enhance their goals and increase sales numbers to close more deals. Nevertheless, this doesn’t happen overnight. Closing even more sales means being strategic EdTech sales strategies and using out-of-the-box thinking. In this fast-paced, modern world, with more access to information than ever (thanks to Google), an effective EdTech sales strategy will work if it aligns with the buyer’s journey and if the content is received at the right time with the right information.
In today’s landscape, traditional outbound sales methods are no longer as effective. Here are several EdTech sales strategies to help you close even more deals, provide value, build trust with potential customers, and grow your business.
It cannot be stressed enough: one of the best ways to escalate your sales is to sell the way your potential customer wants to buy. In order to do that, you need to understand where your leads are in the Buyer’s Journey and approach them appropriately. This strategy centers around your target buyer personas and focuses on the unique buyer’s journey they travel through as they begin their research and initiate their purchasing process.
The three phases of the buyer’s journey and ways to use each are:
Awareness Phase: In this phase, your leads want to identify their troubles and difficulties. They might have signed up for your e-newsletter or have given their contact information in exchange for your content. Your job in this phase is to connect to these new leads, help them figure out their issues, and establish that they are qualified leads—you want to focus on leads who might need of your Education Technology services. You can then regularly connect with these qualified leads to inform them of exciting new content.
Consideration Phase: In the consideration phase, potential customers have identified their challenges and are looking for services. It is critical to keep in mind that the potential customer in this phase is not looking for a particular service. Instead, they are looking at various options for solutions and want to make a decision.
At this phase, you are connecting to leads that are energetic on the buyer’s journey. They’ve shown this by taking a trackable action online, like opening up a lead nurturing email or downloading content. You are likely striking up exploratory conversations with the leads to understand better their objectives, difficulties, and the services they have considered. Through content and follow-up, you start building trust with them.
Decision Phase: This is the phase in the buyer’s journey where your leads have decided on their preferred service. They are looking into specific education technology solutions based on the information they have found. In this phase, you can discuss their obstacles and situations and present how your service can help them. Your leads typically aren’t just looking for basic features of your product. They are interested in a tailored presentation showing exactly how your Education Technology (EdTech) firm’s options are better than others.
A complete understanding of your ideal customer’s buyer’s journey is great for preparing individualized, customer-centered methods for all of your leads in a way that will help them feel unique.
Identifying the buyer’s journey can help you understand the types of buyers you have. Knowing the differentiators between their obstacles, responsibilities, and goals is essential to show how your services can help them. This description is called a Buyer Persona.
Let’s say your Buyer Persona, “Instructional Curriculum Officer,” is considering getting educational software for their district. Your persona’s primary priorities are probably to save time, be more effective, and get more done. Therefore, it wouldn’t matter to them if your software had a shiny interface or fancy fonts.
So, when crafting your sales pitch, blogs, or infographics, spend less time talking about the specific features of your service or product. Instead, think of your prospect’s challenges and how your product can solve the problems and craft content around that.
Create evergreen content to go over the traditional topics that will help position you as a reliable source for your buyer personas. Regularly post blogs, infographics, eBooks, and more to develop trust and bring you even more ways to engage with your leads.
Inbound sales hinges on developing and nurturing relationships with potential buyers and understanding their needs. You know it’s vital to keep your leads engaged, whether they’ve just given their contact information or have connected with the email list for the first time. Emails used in the context of regularly nurturing leads with strategic customer-centered content to help them self-educate or build interest and awareness are known as lead nurturing emails.
To effectively engage your leads, you can send lead nurturing emails targeted at your buyer persona. These emails can include content like relevant blogs or valuable videos that your potential customers might find helpful. It’s crucial that you write creative subject lines that will help capture their interest and entice them to open the email and click the CTA to find out more.
No matter how much information you give, many potential customers will still want proof that you can provide what you say.
Case studies are a great way to confirm the return on investment (ROI) that your services or products can offer buyers. Demonstrate how your Education Technology provides a solution. Case studies should include:
Many leads are actually worried about the prices of your product or services. What they are truly worried about is the value you offer and the end results. So, if you reduce your rates, they might stop taking you as seriously.
For that reason, keep your premium costs the same to show people your Education Technology remedies are worth it. This is particularly crucial when your premium offers require a significant financial investment.
For a long time, salespeople were the only resource that a potential customers had for making buying choices. But today, there is not a single piece of information that can’t be found online. This is where the Inbound Sales Methodology can be helpful. As we have discussed, an Inbound salesperson not only supplies informative content related to the potential customer’s needs and connects with them on an individual basis.
It can be tough to do this alone. We at Responsify work with Education Technology sales and business development pros to offer strategy, support, and help executing these tasks. By partnering, we’ve helped marketing and salespeople bring in new site visitors, convert them to leads, and then satisfied clients.
We’ve helped lots of sales pros Integrate Inbound right into their existing sales processes. Don’t hesitate to book a free strategy session to help you find ways to close even more sales!