Every Education Technology (EdTech) salesperson wants to increase their sales. In the past, and in many cases today, enhancing sales meant spending a lot on ads and calling as many people as possible with little regard for whether they were interested.
Today’s buyer is much savvier, though, and decision-makers in Education Technology are no exception.
As the industry continues to evolve and proliferate, you need a strategy in place before you can attract your target audience.
So, what is an EdTech sales strategy? It’s how your company will approach selling your product or services. A good EdTech salesperson excites teachers or administrators about how they can improve student learning in their district.
In today’s landscape, an EdTech sales strategy realizes the focus has shifted to personalized, educational content online to get the sales process moving. Sales teams are faced with challenges as they adjust to the new normal. As the industry continues to grow and competition escalates, it becomes more apparent that your business must implement different ways to boost conversions and sales.
These strategies have been proven to work by EdTech leaders, professionals, and experts who have implemented them.
Let’s dive in. Here are 6 Inbound strategies to help you stand out and achieve your sales targets this year:
The first step to boosting your sales is establishing who you’re selling to. The most successful sales strategies begin with defining and developing a profile of your ideal customer or buyer persona so you can target prospects that match that description. You can then tailor your message to how your product solves a problem. A Buyer Persona is an imaginary personality that mirrors your potential customer.
For example, you might have ‘Superintendent Susan,‘ or ‘Chief Technologist Tom,’ who would be interested in your Education Technology (EdTech) product and services. Do some research to learn their responsibilities in the company, objectives, and challenges. Once you have determined your Buyer persona, targeting them successfully to enhance your sales will be much easier.
After identifying your buyer personas, you have to develop routine content that answers your potential buyers’ objectives and challenges. It is also essential that the content you create speaks to your potential customers in various stages (Awareness, Consideration, Decision) of the Buyer’s Journey. You can learn more about their needs and cater the content to each phase of the journey by creating case studies and conducting buyer insight calls with existing customers.
In addition to conducting research, you can join online discussion forums to discover trending topics. Write down the most preferred subjects and design a schedule for creating content for each phase. The content could include social media posts and blog posts to whitepapers, eBooks, and reports.
Producing content targeting the appropriate market will develop you as an Education Technology (EdTech) authority and build trust with your potential customers.
Your Education Technology (EdTech) business website will frequently be your leads’ first contact with your company. You need to make sure your site visitors get a good impression and an enjoyable User Experience. Leads will see your site from desktop computers and mobile phones, so ensure your site layout is responsive.
Use fonts and colors that will make the message on your page easy to read. Navigation should be straightforward for visitors to browse easily. Make sure your website loads quickly. Having a great site will up the chances of visitors returning and boost the possibilities of making a sale.
A great website doesn’t do you good if no one knows it exists. Search Engine Optimization (SEO) is a helpful way to make your site more noticeable online. First, research keyword phrases to see what people (your ideal prospects) are searching for online. Ensure these keywords appear in your meta summaries, blogs, URLs, headlines, and image alt-text.
Internal links (connecting to your other site pages) are also helpful for SEO. Use these strategies to improve your search engine position, increase site traffic, and boost lead conversions.
Use social media to monitor conversations about the Education Technology market, your competition, and your brand name. Leveraging social media will give you ideas of topics to cover in your blog.
You can also engage your target market directly on social media and position yourself as a professional in the industry. Social media can help you drive traffic to your website. Share engaging photos and stories about your brand name and leave links to your landing pages.
When you post new content on your site, share it on your social pages. You will bring in more potential customers when your posts are shared and liked. Some social media networks also allow you to include a “Buy” button so potential customers can purchase without even going to your site.
You need to go back and check your work. Doing this will show you what initiatives are working and what are not. For example, you could find the primary source for site visitors.
Luckily, many tools like Hubspot CRM will help you with this.
Are you ready to get started with Inbound Sales?
The process will take some time, planning, and experimentation. Once you fine-tune your sales methods to match the buyer’s journey and supply leads with the right content at the right time, you will be happy you did.
We’ve helped many skilled salespeople integrate Inbound into their sales process. Don’t hesitate to book your free strategy session to help examine your current methods and see how you can increase your sales in no time.