The way software and enterprise technology corporations market themselves is ever evolving. Digital channels are slowly grabbing everyone's attention and with the increased competition for that attention, tech companies, especially in the B2B realm can find it really hard to get hold of the right decision makers via the right channels if they intend on increasing their sales funnel.
A solid marketing strategy concerning both tech services and products is vital if you want to boost the bottom line of your company as well as generate leads. Cold calling is one strategy that's managed to prove successful for a very long time now. No technology company is truly the same and the kind of potential customers you need to reach will always change depending on the sector you've focused on.
Nonetheless, herein below are some common sales and marketing strategies most tech businesses like to use.
1. Personalized Leave-Behinds and Slides
A study conducted in 2017 showed that about fifty percent of decision makers in large organizations and tech buyers expect a face to face, in-person demo when having to make their final IT purchasing decisions. They want the opportunity to have a glimpse of your product when in action. Also, they want the ability to communicate with your salespeople directly in case they need any questions answered.
2. Free Trials and Demos
Don't tell, show. Tech customers usually want to get their own feel of the product, how it works in general and see how it holds up in action. A simple description of the product is just not enough. Most tech product vendors normally have some kind of free trial or demo option attached to the package nowadays. If you happen to lack what now has become standard, potential customers will follow the competition. For example, the creation of free sandbox demos on your site will allow for potential customers to play around with your products.
3. Creating Shareable Content with calls to Action
Almost half of the buyers of tech products begin learning about them through referrals from colleagues, friends and family. The sad truth is that potential customers believe more in what their colleagues and friends share on social media or what they have to say rather than what a tech organization promotes via adverts and self-promotion. Therefore, making your content easily shareable could literally be the key to your success.
4. Working with Analysts And Influencers
Influencers and analysts still remain a major source of info for tech purchasers, especially those that happen to be at the start of their purchasing cycle. Tech buyers want to talk to analysts for a market overview as well as for direction on whether the tech products they considering will fit their business' needs and requirements.
Tech products just cannot do without sales and marketing strategies in today's world. The crowded market of today demands that if you want to stand out then it's vital for you to have some kind of marketing strategies going on. By implementing some of the different techniques mentioned in this article you can not only have the opportunity of having a clear brand identity but you can also engage with customers more effectively.