Every EdTech sales expert recognizes that creating long-lasting connections with qualified leads is a very important goal. With long EdTech sales cycles being the standard in this industry, prospect engagement is the most effective means to keep leads warm. The more you engage with your prospects, the more opportunities you will get to transform them into clients. Provided exactly how quickly the technology market is growing, and how affordable much of it is, salespeople that engage the best, produce the best results.
Here are some ways that you can engage with your EdTech sales prospects to get a competitive edge in your industry:
1. Identify your Ideal Buyers
Let’s face facts: there are a great deal of prospects out there, so if you try to target all of them, you’ll be spreading yourself very thin. Figuring out who your ideal buyers are is the first step to making headway in EdTech sales. Start off by coordinating with your marketing team to create your business’s Buyer Personas, which are imaginary personalities that represent your ideal customer. For example, you can start by developing personalities such as ‘Clinician Christie’, ‘Hospital Administrator Adam’ and ‘Physician Pat’. After that, you could look into the answers to the following questions for each persona:
- What is their duty in the company?
- What objectives are they going after?
- What obstacles are they most likely to come across in their job?
- What inspires them?
- What is their buying process like?
- Where do they look for information?
Addressing these concerns will allow you to prepare different, personalized engagement strategies for each and every kind of Buying Persona. Make sure to be as specific as possible when answering the questions above for the best results!
Fact: A recent ITSMA study exposed that only 44% of business have identified their Buyer Personas. So, just what are you waiting for?
2. Leverage LinkedIn
LinkedIn provides a terrific platform for you to engage with your leads and convert them into clients. You could begin by producing a LinkedIn summary that shows what kind of value you could provide to prospects. Provide the impression that you understand their difficulties can provide an answer. We also recommend that you include a Call-to-action at the end of your summary. For example, you could ask possible clients to contact you for a free consulting session. An another way of engaging potential customers on LinkedIn is to LinkedIn’s feed to share links to your personal blog content. Ensure that the content you share is instructional and showcases your knowledge about your industry. This will improve your trustworthiness amongst potential customers. Hootsuite is a fine example of a B2B business that shares great deals of blog content on their LinkedIn feed. Always remember to check LinkedIn notifications for special celebrations. Take the time to praise your leads on their career milestones, a new job, or a birthday. Personalize your message and include a “Contact Us” option to keep the conversation alive.
3. Personalize your EdTech sales e-mails
Simply sending out e-mails to potential customers does not guarantee success. You have to enhance your e-mails in order to take maximize engagement. Make sure that you customize your e-mails with the name of the recipient. According to a study by Experian, individualized e-mails produce as much as 6 times more revenue compared to that of non-personalized e-mails. The subject line of your email should be short and memorable so the recipient is urged to open it. Avoid boring and generic headings such as ‘Newsletter No. 13’. Additionally, the content of your email should be less ‘salesy’ and more instructional. Always remember to include a call-to-action at the end of your email, such as a totally free eBook or report. Lastly, make certain sure that you emails are able to be viewed on mobile devices.
4. Conduct webinars
According to the Content Marketing Institute, more than 60% of B2B online marketers are making use of webinars as a key component of their general strategy. Unlike other forms of marketing content, webinars take place in real-time and allows you to engage with potential customers through both visuals and sounds. You could work with your marketing team to inform your prospects about relevant subjects and provide a live product demo. Having a Q&A session at the end of the webinar allows you to deal with any questions your prospects may have, thus reducing your EdTech sales cycle.
5. Nurture Leads with content e-mails
Along with sending out customized e-mails to your leads with your personal email account (Gmail, Outlook, Etc. ), you could work with your marketing team to repurpose the content produced on the firm’s website (blog posts, ebooks, white papers, etc.) right into your Lead Nurturing Email Campaigns. These campaigns include creating a collection of HTML e-mails that will offer your prospect with handy content relevant to them, sent out weekly. The function of these e-mails is not to be self-promotional, sharing information regarding your firm, solution or service, but instead to supply academic content that keeps your leads engaged and coming back to your website. These sorts of e-mails, when integrated with an innovative email marketing automation system like HubSpot, could provide your marketing and your sales teams valuable data for engaging with prospects.
6. Make timely follow-ups
Timing is important when it comes to engaging potential customers. A research study by the Harvard Business Review revealed many firms are sluggish when it comes to acting on their leads: 24% of firms took more than 24 hrs to follow-up, while 23% of firms never even followed-up in any way. The timeliness of your action can make the distinction between making a sale and losing a customer. For that reason, when a person reveals their interest by joining your newsletter or requesting more information, you should react quickly by sending them relevant content. One the most convenient ways to do this is by automating your email marketing. Remember to respond to blog and social media comments promptly as well. Promptly responding to concerns of your prospects will help you to win their trust and will further increase the chances of converting them into customers.
The Bottom Line
The strategies described above belong to a unique marketing and sales technique known as Inbound. Your Education Technology (EdTech) firm could make use of the Inbound Methodology to engage with existing leads and help to qualify leads better to close sales faster.
It can be tough to do everything outlined above alone. We here at Responsify companion with Education Technology (EdTech) specialists to offer strategy, support, and assistance executing these tasks. By collaborating we help marketing and sales teams to tactically bring in brand-new website site visitors and convert them to qualified leads and satisfied consumers, right in the convenience of their website.
We’ve helped numerous sales professionals enhance their lead engagement and speed up their sales cycle. Don’t hesitate to book a totally free strategy session now to help you examine your assets to gain understandings and insights on how you can shorten your sales cycle!