Nurturing Like A Used Car Salesman Case Study

1258 Words 6 Pages
Want more conversions?

Well, it’s possible.

However, the first step is realizing that conversions are people. And those individuals desire a remarkable customer experience.

The key is to remove barriers in the sales cycle. This includes cumbersome checkout processes and poor follow-up sales procedures.

Your SaaS team must perform better. It’s one of the best ways to crush the competition.

“Successful sales people, and successful sales teams, exhibit a superior ability to eliminate the common barriers that would otherwise prevent their prospects from making buying decisions,” writes Bob Apollo, managing partner at Inflexion-Point Strategy Partner.

“They take pains to identify how and why their prospects choose to buy, and what they need
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Differentiate your message.

3. Nurturing Like A Used Car Salesman
Research reveals that “65% of B2B marketers have not established lead nurturing campaigns.” Without a clear path, your SaaS team may be causing more harm than good.

Poor lead nurturing results in unethical sales practices, missed deals, and negative brand image. No one wants 10 voicemails in a day from a salesperson.

Rather, strive to educate and build a relationship with your prospective user. That means informing them about your product, not selling.

“It’s about giving the right content to the prospect at the right time, and you can only do this by watching for signs that they’re progressing through the buying cycle. This is done through lead scoring...,” says, Sarah Burke, content writer and marketer at Spokal.

Learn where the buyer fits into the sales process. Then, adjust your lead nurturing efforts accordingly.

The image below details the types of content that fit the buying cycle. Top of the funnel prospects may desire video, while bottom of the funnel consumers may need quotes.


Moreover, lead nurturing is built on trust. If buyers don’t trust your brand, it’s time to add some social proof to your sales
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Your design must grab and hold their attention.

In addition, with loads of information at buyer’s fingertips, it is rare for someone to call a sales department.

So, if customers don’t like what they see, they may just leave. That’s why your sales page must explain your product and address your consumer’s concerns.

“As buyers spend more of their time self-educating before contacting sales...the pricing page of SaaS websites has reached critical importance in the buyers ' journey for enterprise SaaS sales..,” writes Brian Devaney, inbound marketing strategist at New Breed Marketing.

Unbounce’s sales page is an exemplary example. It tells prospects what they will receive and the prices. And the layout is clean with ample white space.

Evaluate your sales page. Is it time to change the copy or the layout?

No More Barriers
Eliminate the roadblocks in your sales cycle. Gain more users by improving the overall experience.

Ditch the multiple steps to sign up. Stop mass selling with one message. And revamp your sales page from the customer’s perspective.

Get rid of the obstacles. Start

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