Less selling, more helping. Having a sales team bombard your prospects with sales emails won’t help you close deals faster. In fact, research shows that B2B buyers don’t interact much with sales teams when they’re considering a purchase. Gartner research found that B2B buyers spend only 17% of their time meeting with potential vendors when they’re considering a purchase. When buyers are comparing multiple vendors, the time spent with any one sales representative may be as little as 5% or 6%.
Give more sell less on salespeople, they turn to content that helps them make informed decisions. The same Gartner study found that customers who received information from vendors that helped them advance their purchase efforts were 2.8 times more likely to rate purchase convenience highly and were three times more likely to spend less money on a larger deal with less regret.
To strengthen your buying journey, you need to start helping people through your marketing efforts. Here’s how:
White Papers and Blog Posts
Even though this is a very worn out method, it still works. The problem with most marketers is that they are shooting in the dark when it comes to coming up with blog topics. They create lists of topics and simply assume that their prospects will resonate with them.
To really get the most bang for your buck with your belgium whatsapp number data be sure to focus on content that your potential customers would find helpful. A great way to find out what’s helpful to your potential customers is to use an SEM tool like SEMRush. With SEMRush, you can identify popular topics and keywords that your potential customers are searching for.
If you don’t plan on investing in a tool like SEMRush, you can also search within your niche. A good rule of thumb is to scan the first few pages of Google search results. Google’s algorithm will give you an idea of what your potential customers are searching for.
Thought Leadership Content
After scanning SEMRush or Google search results, you’ll have a better idea of greenletter: who should earn more? potential customers are having. Take these topics and filter them through your brand voice. Start covering these topics consistently on your blog, podcast, newsletter, and social media content.
Create interactive assessments
Give more sell less help if you don’t know the challenges others are facing. A great way to extend help is through interactive assessments.
In the assessment, prospects answer 10 to 20 questions, grouped into 3 to 5 target categories, and then receive a personalized scorecard highlighting where their organization is performing well and where it material data doing better. These personalized scorecards provide helpful guidance that your clients can actually use to do their jobs better.
Remember Gartner’s insight? Customers who felt the information they received from vendors helped advance their buying efforts were 2.8 times more likely to experience high purchase convenience and three times more likely to experience low regrets on large transactions. The insights you can provide through assessments can help you do that.
