Every Education Technology (EdTech) salesman wants to increase their sales. In the past, and in many cases today, enhancing sales mean spending a lot on ads and calling as many people as possible with little regard for whether they were interested or not. Today’s buyer is much savvier, though, and decision makers in Education Technology are no exception. According to a report by the Earnest Agency, 81% of clients begin their buying process by looking for information online. Therefore, the most effective method of getting their attention is by giving them valuable and informative content that they are seeking, when they are seeking it. This strategy is described as Inbound.
Below are 6 excellent Inbound strategies to increase your Education Technology (EdTech) sales:
1. Identify your potential Buyer Personas
The first step to boosting your sales is to establish who you’re selling to. A Buyer Persona is an imaginary personality that mirrors your potential customer. For example, you might have ‘Clinician Carla‘, ‘Private Practitioner Peter’ or ‘Medical Director Dan‘, all who would have an interest in your Education Technology (EdTech) product and services. Do some research to learn their responsibilities in the company, their objectives, and their difficulties. As soon as you have determined your Buyer Personas, it will be much easier to target them successfully to enhance your sales.
2. Create content on a regular basis
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 all potential customers in various phases (Awareness, Consideration, Decision) of the Buyer’s Journey. You could find out more regarding their needs in each phase of the journey by carrying out studies, calling your existing consumers, or checking out industry journals and publications. In addition to conducting research, you can join online discussion forums to observe and find trending conversations. Write down the most preferred subjects and design a schedule for producing content for every phase. The content might be anything from social media posts and blog posts to whitepapers, e-books, and reports.
Producing content that targets the appropriate target market often will certainly develop you as an authority in the Education Technology (EdTech) market and also build trust with your potential customers.
3. Create a customer-centered website
Frequently, your Education Technology (EdTech) business website will be the first contact your leads have 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 many sure 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.
4. Apply SEO methods
It doesn’t do you any good to have a great website if no one knows it exists. Search Engine Optimization (SEO) is a useful way to make your site more noticeable online. First, you have to do some keyword phrase research to see what people are searching for online. Make sure these keywords show up in your meta summaries, blogs, URLs, headlines, and alt photo messages. Internal links (connecting to other pages on your site) is also good for SEO. Use these strategies to improve your search engine position, which will bring in more site traffic and boost lead conversions.
5. Use social media
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 market. 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. When your posts are shared and liked, you will definitely bring in more potential customers. Some social media networks also allow you to include a “Buy” button so potential customers can make a purchase without even going to your site. According to Sprout Social, 70% of customers look at social media before making a buying decision.
6. Evaluate your work
Every once in a while, 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 main source for site visitors. How many are coming from social media? How many are coming from email? You can also keep an eye on conversions. The number of site visitors to your site who convert to leads and how many turn into clients are more stats to watch. Luckily, there are many tools like Hubspot CRM that will help you with this.
The last word
Are you ready to get started with Inbound Sales? The process will take some time, planning, and experimentation in the beginning. 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!
