Traditional Learning Management System (LMS) sales meant going out to find new potential clients. Since executives in companies and educational institutions are busier than ever before, and are also distracted by tons of messages and marketing, it’s critical that salespeople adjust their traditional methods.
According to Roper Public Affairs as reported by Forbes, 80% of company decision-makers claimed they like to get information from short articles, not ads. 70% said that content makes them feel closer to the company, and 60% said that content offered by companies makes buying choices easier.
A new strategy called the Inbound Sales Methodology makes it easier for leads to reach out to you. Inbound sales includes getting in touch with and informing potential customers using relevant and valuable content. This will help build trust and reliability among your leads, and will therefore boost your sales with your ideal customers.
Below are some fantastic tips for getting for obtaining qualified “inbound” leads:
Clearly identify your Buyer Personas
The first step in the Inbound Sales process is understanding exactly who your ideal leads are, and building Buyer Personas for them. A Buyer Persona is a fictional personality that mirrors the obstacles, objectives, and duties of your ideal customer. One of the best ways for developing these personas is by doing research with your target market and existing customers. Here are some questions you could ask:
What are your job duties?
What tools do you use?
Who do you report to?
What are your goals?
What are your challenges?
Offer hyper-relevant content
Aberdeen Essentials found that aligning content with the prospect’s phase in the buyer’s journey leads to a 72% higher conversion rate. Once you have identified your Buyer Personas, you and your marketing team could come up with content that will engage them. In the Awareness Phase, leads are trying to determine their issues. Educational content like blogs, ebooks, and social media posts are helpful here. Whitepapers, how-to overviews, and webinars with Q&A sessions are ideal for those in the Consideration Phase. For potential customers in the Decision Phase, you could give comparison charts, free trials, case studies, and demos to help them decided on your Learning Management System (LMS) company.
Enhance your content for Google search
Optimizing your content using appropriate keyword phrases will make it easier for leads to find you using online search engines. Working with your marketing team, do some research to find out the primary topics your target market is looking for online. You could use tools like Wordstream, SERPs, or Moz to perform keyword studies. To boost your opportunities of success with SEO, it’s a good idea to use long-tail keywords that don’t have much competition. Don’t just use these keywords to boost your rankings, though. Keep an eye out for relevant topics of discussion to create relevant content.
Use LinkedIn to your advantage
There are many ways to use LinkedIn to bring in more leads. First, you should maximize your account to show potential customers what you offer. Include all of your achievements and accreditations. You could also draw in new leads by sharing relevant content on LinkedIn Pulse, positioning you as an authority in the industry. Stay away from boring content like “Top errors” and “How to” articles that are already all over LinkedIn. Instead, choose topics that will test people’s’ conventional wisdom. Sign up for LinkedIn groups to help make even more connections with leads. As you reply to questions, people are more likely to be curious about what you (and your company) offer. You can also share links to your posts on the LinkedIn newsfeed, drawing in even more people to your Learning Management System (LMS) website.
Use visual content
A Social Media Examiner report found that 19% of companies found that visuals were the best types of content. Pictures will grab the focus of your target market and boost the chances of them reviewing your content. On top of that, breaking up blocks of text using images or graphics will keep readers reading. High-quality pictures of your product or service will make your offer more enticing and will boost your chances of making a sale.
Start an e-newsletter
A great way to build a lasting connection with your leads is by starting an opt-in e-newsletter. You can use the e-newsletter to inform your leads on relevant topics that will affect their buying choice. To improve your open rates, make sure the subject line is memorable and related to the topic. It should also be individualized for your lead. Keep the email content brief and as easy to read as possible, and include a call-to-action at the end.
B2B content doesn’t always have to be formal. Like Microsoft, you could share stories of staff members, your products, and your company. This will humanize your company and will help develop even better connections with your leads. You could also ask prospective or existing customers to share their own stories on your website. This will help expand your target market and help you get to more people.
Getting a referral from a third-party is an effective strategy for producing brand-new leads. When you make a sale, incentivize or ask the customer to refer other people that might be interested in your product or service. Chances are high that the referral will be a qualified lead that’s ready to make a buying choice.
The bottom line
The suggestions described above are all part of the Inbound approach. Inbound includes thinking from the standpoint of the leads and giving them helpful and informative content. It’s vital that every action of your sales process is customer-centered so you can build trust with your leads and improve the chances of converting them to happy customers.
It could be difficult to do all this alone. We at Responsify work with Learning Management System (LMS) sales and business development pros to offer strategy, support, and help in executing Inbound. By collaborating, we help marketing and salespeople tactically bring in brand-new website visitors, convert them to qualified leads, and then delighted consumers.
We’ve helped lots of sales pros like you include Inbound right into their sales process. Don’t hesitate to schedule a complimentary strategy session now to get advice on your current methods and tips on how to make them even better.