Business

7 Things You Need to Know About Selling for Your Software Startup

State-of-the-art software powers all industry sectors, from emergency services to local municipalities.

How are these sectors connected with the latest technological solutions?

Corporations, government agencies, and small businesses hire purchasers to supply workforces (and sites) with relevant inventories and supplies.

For example, law enforcement and government agencies rely on purchasers to supply state workers with the latest software, equipment, and applications. Local police stations also need purchasers to upgrade supplies.

If you want to connect with potential clients, what steps should your software startup take? This question is the start of your first software sales strategy.

Here are seven more tips to help you attract clients and generate sales.

1. Make Purchasers Aware of Your Software Startup

Are you managing a brand-new software startup?

Your first step is brand awareness. Creating an actual brand awareness strategy allows you to leverage multiple marketing methods at once.

Methods include:

● Google PPC advertising
● Linkedin marketing
● Cold-calling campaigns
● Beta programs
● Guest posts in industry publications
● Industry trade show booths

Trade shows also give potential clients a chance to try your product on the spot. For example, if your startup is selling SaaS solutions to police stations, reserve a booth at a law enforcement trade show. You’ll get a chance to network with police department purchasers, the first step to establishing long-term vendor relationships.

The above tips are excellent ways to draw attention to your startup brand. From there, you can usher interested parties through a marketing journey that culminates in a sale. This process is also known as the buyer’s journey.

Understanding your market is essential for converting these leads into sales.

2. Create a Lead Generation Strategy

Lead generation is critical for all B2B and B2G startups.

Lead generation strategies attract, nurture, and convert leads. You already learned about some strategies to attract leads, like Google Adwords campaigns. Text ads appear above typical organic search results to drive even more impressions and clicks.

Tradeshow marketing is the other lead generation strategy you learned about. Expos give you a chance to convert a lead into a paying customer on the spot.

How would you replicate this success online?

You’ll need an online lead generation strategy that goes beyond Google PPC. This includes a professional, immersive website that shows your software in action. You also provide visitors with a sneak peek before they request a free demo.

3. Generate Leads With Free Demo Registrations

Offering free demos is a great way to build your email list. Email lists are vital to B2B startup marketing. Lists help you stay in touch, personalize marketing, and gather valuable data.

Marketing psychology reveals that customers are willing to exchange information for a free product. This is an important point to remember when crafting your lead generation strategy.

If visitors are exchanging their data for a free sample, it’s critical to deliver beyond expectations. Providing exemplary lead experiences reduces email bounce rates, unsubscribing, and churn.

4. Create a Product Suite Landing Page

For starters, you won’t even attract demo registrations without a decent landing page. Your demo landing page should feature a professional video sneak peek and a simple sign-up form. Include an FAQ page or an automated chatbot to assist leads through the process.

Include software compatibility requirements to avoid any confusion. However, compatibility does bring up an important point about user experience. Your software suite should be as user-friendly as possible; this includes compatibility with multiple devices.

5. Manage Your Email List

After a web visitor subscribes to your email list, how do you keep them engaged thereafter?

Offering a free demo only encourages leads to sign up for your list, it doesn’t keep them there. Your software must impress, even if it doesn’t lead to a sale right away.

How do you prevent email list subscribers from dropping off?

Include a secret freebie or special deal with the software demo. For example, if you’re offering a one-week free trial, demo subscribers can enjoy an additional month of free service with their purchase of a “premium” software suite.

The above perks hold customers’ interest. Next, you need an email content strategy to promote sales and loyalty. This strategy starts with that first demo registration email.

Frame your demo registration confirmation email as a thank you email. Personalize the email with the lead’s first name. Include an easy onboarding process so that leads can enjoy their demo right away.

6. Generate Sales through Education

Don’t bombard leads with too many emails, especially while they’re still in the “decision” stage of the buyer’s journey.

If you want to give leads a gentle push, you could include a special discount in the following email to inspire a sale. Otherwise, don’t be too pushy or “salesy” in your approach.

It’s always best to take an educational and value-driven approach to email marketing. Ask yourself: is this email valuable to my leads? What value can they extract from this content?

Since you’re a software startup, education is paramount to driving sales in your sector. You may be dealing with leads that aren’t as technically savvy as other customers. That’s why it’s important to explain your services in a simple way.

7. Consistently Analyze Your Sales Strategy

As a software startup boss, you know all too well about the importance of analytics. Apply the same attention to detail to your sales strategy.

The best sales strategies are data-driven. Conduct data-rich marketing research from the start to yield detailed customer profiles. Profiles are critical for understanding your market and buying behaviors.

Don’t wait to analyze selling strategies after campaigns end. Monitor campaign data from the start so that you can make necessary adjustments to increase conversions.

Customer feedback is crucial here. It’s also a great way to grow your email list. Simply offer leads and customers incentives for their feedback (and email registration.)

Asking for feedback makes customers feel valued, which is essential for inspiring brand loyalty.

Start Selling Your Software Products to Customers

It’s time to get the ball rolling on your new sales strategy.

Ensure your software startup has all the tools it needs to offer an impressive product suite to customers.

Keep this guide handy as you make a plan of action. Remember to prioritize brand awareness, lead generation, demos, education, email marketing, and analytics when selling your products.

Author: Kevin Ruef

Kevin Ruef co-founded 10-8 Systems after exceeding multiple companies’ sales records (both domestically and internationally). With more than a decade in sales, his experience ranges from B2B, B2G, and B2C. Since the company’s start in 2019, Kevin has been responsible for business development, strategic partnerships, and business operations.

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