When it comes to measuring the success of any business, it all comes down to how many sales it is making. You can do everything right but if you’re not making sales, none of it will matter. For your B2B business to be profitable, you need to find a way to boost brand awareness, generate leads, and turn those leads into customers.
The good news is, tech companies are in a particularly favorable position to use the connective power of the internet for these purposes. However, in order to use the internet successfully, there are several tactics to keep in mind.
In this post, we’re presenting 6 tips that will help you speed up the growth and profitability of your B2B tech business.
Use Your Website
Driving revenue online begins with having a website. And not just any kind of website but a really good one. Your website must be visually appealing, contain detailed information, and be optimized for mobile.
Not every tech company specialized in website construction but a tech business with a poor site will look very unprofessional. For this reason, you should consider bringing in outside IT support if necessary. You should also consider developing a low bandwidth or backup HTML version of your site that will automatically kick in for customers trying to access through a poor internet connection.
Use Premium Content and Product Trials to Generate Leads
The first thing to try when it comes to supporting your lead generation efforts is gated content. Gated content is content that’s valuable enough that customers are willing to provide their contact information in exchange for access to it.
Providing product trials is another great way to collect contact information while at the same time showcasing your capabilities. Just remember two things: First, people need to have a positive experience with your free trial, so you should consider providing some help with the onboarding, as well as instructions on how to use the product. Second, if you trim down the features included in the trial product, you might end up offering something underwhelming and far from your actual product. Try to develop something that accurately represents the full-fledged version and is relatively easy to use.
Using a lead generation tool like Zoominfo or another Zoominfo alternative can also be of great help. Most of them work by using a database of business IP addresses and intelligent tracking software to track your website visitors and provide you with their contact details, thus helping you to significantly reduce the time-intensive efforts of manually gathering data to generate leads.
Use Technical Documentation Software
Technical documentation is created to make it simple for your end-users to understand the architecture and work dynamics of your product. The term technical documentation has evolved to include every piece of documentation a product uses across its lifecycle, including SOPs, release notes, product documents, etc. In other words, it is a “how-to-use” guide for your users, new employees, and anybody else who needs to know how your product works!
Carefully designed and beautifully engineered technical documentation is your go-to strategy for increased sales, customer satisfaction, and improved productivity. Having technical documentation software will make the process of creating, publishing, hosting, and maintaining technical documentation much faster and easier, allowing you to present your product in front of others in a good light.
Use Content Marketing to Generate Traffic
We mentioned before that in order to drive revenue, you need to have a strong website. To be more precise, you need a website that brings in traffic. And what better way to drive traffic, improve brand awareness, and generate leads than content marketing?
Statistics show that over 70% of marketers believe that content marketing helps increase the number of leads. Besides, the ROI of content marketing is undeniable. It costs less than other forms of marketing and produces more valuable leads and sales.
Add a blog to your site where you will write about what you already know. If you can provide useful information about your niche, you will be able to attract and engage the exact people you’re looking to turn into customers.
Develop Customer Relationships
Don’t forget that people prefer buying things from people they trust. Therefore, even in today’s highly digitalized world, the personal touch that outbound calls offer can still have positive results.
For companies that depend on subscription renewals or provide expensive services, building relationships with their customers can pay off. It is a great way to reduce customer turnover, provide you with opportunities to upsell, and build a network of people who will recommend you to others.
Of course, getting to know your customers requires some resources and time. You should also be prepared to listen to their needs and be flexible when it comes to meeting those needs. The most important aspect of developing strong customer relationships is delivering on your promises. Having a good product is very important, but it has to do exactly what you claim it does. If this is not the case, you won’t be able to upsell, resell, or count on referrals.
Use Referral Marketing
Be sure you have an official referral program in place. You could simply ask your satisfied customers for referrals or you can take your program one step further by creating a dedicated landing page for referrals and providing incentives.
Just be careful to avoid low-quality referrals by requiring details with every submission that include industry, job title, and the size of the company. This will allow your team to choose only what’s worth their while.
B2B tech businesses looking to boost their revenues and speed up growth need to create a strategy that includes various tactics to attract traffic and generate leads. Maximizing your revenue means taking advantage of every opportunity, i.e. taking advantage of online connectivity, while at the same time building strong relationships in the real world.
Don’t forget that, at the end of the day, your product’s quality and usability will make the main difference. Delivering a great product is crucial to the continued, long-term success of your business strategy.