Has your Learning Management System company been stalled in the same spot for a long time? If so, it might be time to try a new way to achieve growth.
If you’ve never heard the term “development hacking,” it’s a new collection of strategies that could help companies grow and get an edge over the competition. While viral cat videos are definitely a type of development hack, we’re mostly talking about the ones that are relevant to your B2B Learning Management System company. One effective collection of development hacks includes the understanding of your ideal buyer and creating content to help them become a customer. Seem impossible? It’s not. It’s a method called Inbound Marketing and Sales.
Inbound marketing and sales strategies have proven effective in scaling companies. According to Hubspot, 59% of marketing professionals reported that Inbound marketing produced better leads than traditional marketing, and cost 61% less than outbound. This suggests that traditional marketing and sales techniques like paid ads, cold calls, trade shows, and buying lists are proving to be less reliable for scaling sales.
Below are six great development hacks for growing your Learning Management System company using the Inbound Methodology:
To scale your company, it is crucial that you know who your ideal customers are. Identifying who you are specifically targeting will help you customize content for them. When describing attributes of this suitable customer, frequently called a “buyer person,” consider their work duties, their objectives, their obstacles, and their decision-making process. You could get this information using online forums or doing research with your target market. You could even ask existing customers that fit the description. When you have collected this information, you could name your personas “Medical Director Doris,” “Clinician Clement,” etc.
Take time to consistently release content that meets the needs and questions of your buyer personas. Text-based content like blogs, case studies, whitepapers, and ebooks are great for giving information. Engaging titles with keywords that enhance your content for internet search will hold the focus on your target market. Make sure your content development team doesn’t use too much Learning Management System lingo, which can be confusing to readers. According to Hubspot, “Visual content is 40X more likely to get shared on social media than other types of content.” Because of this, your content strategy should also include visual components, like infographics and videos.
Just getting leads for your Learning Management System company is not enough to scale. You need to nurture your potential customers according to the four phases of the buyer’s journey: Attract, Convert, Close, and Delight. When a prospect gives their contact information for premium content, they become a lead. Create a lead nurturing plan with your marketing and sales teams that will give them practical information regularly via email. When leads make a buying decision and the sale is closed, continue sending them more great content. Build solid connections with your clients and you will be more likely to turn them into evangelists of your brand name. They will share your content with their fans, bringing in more potential customers to your site.
As your company expands, it will be increasingly hard to engage each of your clients on an individual basis. To save your time, try to convert from manual operations to automated systems. You could use marketing automation software programs to collect the contact information of your leads and customers and send out customized emails to them. These emails will start as soon as someone sends their contact information and will nurture potential customers until the convert into clients.
According to research by Search Engine Land, 72% of customers rely on online assessments just as much as referrals from personal connections. Filling the internet with favorable reviews is, therefore, a great strategy for growing your company. These testimonials could be case studies demonstrating how your Learning Management System helped your clients address their issues and conquer their challenges. Use specific numbers to show just what was accomplished. For example, you could say that your customer reduced their customer acquisition rate by 50% in three months. You can also create a dedicated testimonial page on your site with reviews from various customers. Be sure to include the name and company, and add a picture to show your audience that the testimonial is authentic.
Social Media Examiner found that 89% of B2B marketing professionals use LinkedIn. You can use the network to develop brand name recognition, create leads, or even make connections. The first step is to produce your company page which should contain information about your business and products. Maximize your page using keywords to make it easier for clients to find you online. Remember to add links to your website. Take some time to release quality content on your feed to keep your followers involved. Your content should show industry and organizational thought leadership, which will help build trust with your followers and will increase your chances of transforming leads into buyers. You could also consider using paid ads to make sure your content shows up on the feeds you are targeting. LinkedIn Company Page Analytics will help you keep an eye on the performance of your content.
Scaling your Learning Management System (LMS) firm will not occur overnight, but with the best strategies, your company will start to see a greater return on investment and a bigger customer base. The Inbound Methodology is a terrific collection of sustainable strategies that will help you achieve your company objectives of scaling and development.
Implementing these strategies could be difficult for even the best marketing and sales teams to do all alone. We’ve worked with many Management Directors and CEOs to grow their companies utilizing the Inbound Methodology. Don’t hesitate to schedule a cost-free strategy session to help you evaluate your resources, gain beneficial understandings, and get advice on how to scale your B2B Learning Management System (LMS) service. We’re here to help!