Developing new sales opportunities is a huge objective for any Learning Management System firm. Nevertheless, traditional sales strategies like buying lists, cold-calling, and generic pitches are not as effective as they use to be.
In today’s marketing and sales world, the surge of mobile technology and the accessibility to online search means that leads hold the key to the sales process. People prefer to research on their own, which typically starts with a Google search. According to Roper Public Affairs, 90% of B2B decision-makers prefer to get information from a collection of short articles more than advertisements.
Luckily, there is a new customer acquisition technique called Inbound Sales that includes drawing in potential customers using customized content, helping you develop more sales opportunities.
Here are some top suggestions for developing new sales opportunities for Learning Management System companies:
People are constantly seeking information on the internet that will help them address their needs or concerns. Knowing this, you can start a blog to share valuable content with your target market. According to a Hubspot research study, B2B companies that publish on their blogs more than 11 times a month have nearly three times more organic traffic compared to those that only blog once a month. To improve your search engine position, make sure your posts use relevant key phrases in the URL, headlines, content body, and alt photo messages. To get to an even bigger target market, advertise your posts on your social media networks. Make sure to specifically target individuals that fit your buyer persona. When your blog posts are shared on social media, they will have a larger reach and will create more chances of sales.
When visitors find themselves on your landing page, they are often asking themselves, “What’s in it for me?” Your offer needs to be enticing enough to encourage these new site visitors to offer their contact information. It is a good idea to have an offer for every phase of the Buyer’s Journey. Someone in the “Awareness Phase” might like an ebook or report that gives standard information about a topic as a whole. In the “Consideration Phase,” whitepapers, webinars, and case studies can help potential customers identify an option for their issues. Free trials, demos, and comparison charts are excellent for the “Decision Phase,” when your leads are getting ready to make an informed buying choice.
A call-to-action (CTA) is a message to influence action with a clickable button, photo, or link. They are used to urge site visitors to move to the next, desired step. To create new sales for your Learning Management System company, you should enhance the quality of your CTAs, Make sure every one of your CTAs is displayed “above the fold” so that visitors can see them without needed to scroll. Make the CTA offer very clear. If it’s for a free ebook, say “Download our FREE eBook on Learning Management System (LMS) Forecasts 2018” instead of just “Download Now.” The color of your CTA should contrast with your site’s colors to help it grab attention. Anytime you create a new post on your blog, find relevant premium content and include it as a CTA at the end of the post. Helpful content like webinars, overviews, reports, and ebooks work well.
The landing page is where your leads go when they click the CTA. To show leads they are on the right page and to stop any confusion, make sure the headline refers to the CTA. Keep forms and information on your landing pages concise. Most times, asking for a name and email address is enough. Asking for too much might turn off your leads. Quickly lay out the benefits of the offer in bullet points. You can also show a picture of your offer on the landing page. For instance, if the offer is an ebook, overview, or whitepaper, you can present a screenshot of its cover. Remove navigation options on the page to make sure visitors are concentrating on your offer.
Thank you pages appear after your leads give their information on the landing page. Beyond just saying “Thank You,” this page can be helpful in other ways. Share links to other content on your site to keep new clients engaged. You can also connect to your social media accounts and urge new leads to follow you.
Just collecting email address isn’t enough. You need to regularly nurture your leads until they convert to clients. There are many email automation tools out there to make it very easy to execute a lead nurturing project. Send your clients valuable information at least once a week to keep them informed. Remember to link to relevant pots on your Learning Management System (LMS) website. Keep the message in the email as brief as possible. Use short paragraphs and bullets to make the email easier to read. Use eye-catching subject lines to entice your viewers to open the email and review the content. The subject lines should describe how the customer will benefit from opening the email. Stay away from boring or generic subject lines like “Learning Management System Newsletter #13” and try to personalize them with the name of the recipient.
The Learning Management System industry has evolved over the years, and sales techniques need to advance to keep up. Instead of traditional sales which many people have the tendency to disregard, Inbound Sales will help your company not only bring in new site visitors, but will also develop new sales opportunities by boosting your qualified lead list.
We’ve helped many executives, founders, and CEOs include Inbound right into their marketing and sales process. Do not hesitate to book your free strategy session to help you assess your current methods and find new ways to bring more sales to your Learning Management System (LMS) firm!