Although companies are willing to try all sorts of new methods to reach consumers, the business to business, or B2B market is still relying on old-fashioned sales calls. Ditch the stale and outdated methods of sending a rep halfway across the company in hopes of a sale. Forget about having a team of salespeople dialing companies who have never heard of your service all day.
Identify Your Niche
Many B2B software companies honestly believe that most companies would benefit from their software and it’s probably true. If you have a QuickBooks or Microsoft Access alternative, then you’ve created something that nearly every company could use.
Instead of marketing to businesses who could use your software, cater to those who do. You may have become part of a niche category and not even realized it! For example, Basecamp, a project management software doesn’t fit into the traditional project management industries such as construction.
But they’ve found a niche for themselves with startup and tech companies. Through marketing towards tech-centered companies they’ve fulfilled a niche and are the go-to software in that region of the business world.
Establish an Online Presence
You may already have people posting regularly on Facebook, LinkedIn, and other social media forums. But are you hitting your target market and generating leads? Probably not. Online presence starts with your site, and if your site looks outdated and takes a long time to load people aren’t going to waste their time. You just lost a sale to your competition.
Market yourself on your website with fast page loading speeds, and landing pages for each product. SEO services can help you, direct potential clients, to which software product of yours they need.
Invest in Animated Infographics
While potential clients want to see your product in action, they don’t want a boring tutorial that shows someone clicking through screens. You might also hesitate to reveal too much of your product on your site, where people might replicate it rather than purchase the software.
The solution? Use animated infographics or explainers to draw in clients, show how your product works, and most importantly keep people on your page for longer. When you use animated infographics, you’ll grab someone’s attention for more than 30-seconds. A strong call-to-action at the end and a helpful link or form below can take you from lead to transaction in seconds!
Set Goals Based on Recurring Revenue
Microsoft, Dropbox and more rely on monthly payments for storage space and even the use of their popular programs. Your software might not require a regular renewal, but it isn’t a bad idea to promote recurring monthly revenue.
An expensive software might be more attractive to a company if the license payment is small and monthly, rather than one lump sum. This marketing tactic of subscription style software has taken over by storm, and the flexibility is what takes most businesses looking for software from an interesting prospect to a committed customer.