If you’re looking to increase your website’s B2B sales, you want to make sure that the tactics you use are proven and effective.
Let's face it, no one wants to waste time and money on strategies that don’t work. You want to make sure that your website is doing its job in bringing in leads and converting them into paying customers.
So here are seven tactics you can use to drive more B2B sales through your website...
Optimise your website for lead generation
Your website should be designed to collect information from potential customers, such as their name, email address, and company size. This can be done by including forms on your website, offering gated content like e-books or whitepapers, or having clear calls to action on your pages.
Inbound marketing is a strategy for attracting, engaging, and delighting customers by creating valuable content and experiences tailored to them. The goal of inbound marketing is to attract customers to your business naturally, rather than interrupting them with advertising.
Use social proof
Including customer testimonials, case studies, and other forms of social proof on your website can help build trust and credibility with potential customers. This can be especially effective for B2B sales, as business buyers often want to see that other companies in their industry have had success with your product or service before they make a commitment.
Personalise the buying experience
Personalisation can help build a deeper connection with potential customers and increase conversion rates. One way to do this is by using marketing automation tools to segment your website visitors and tailor the content they see based on their interests and behaviour.
It's important to keep in mind that personalisation is only effective if done correctly, so it's important to understand your audience, use the right data, and test your personalisation strategies.
HubSpot has built-in tools that allows user to segmented their audience and deliver personalised content to them through personalised email, landing pages and website.
Create valuable content
It's an age-old saying, but content really is king. Providing valuable information, such as industry insights and thought leadership, can help establish your company as a trusted resource and attract potential customers to your website. This can be done through blog posts, whitepapers, webinars, and other forms of content.
By providing genuinely useful content related to your target audience's painpoints, you'll naturally align with their requirements and be seen as a trusted resource when the time comes to buy.
Make it easy to contact your sales team
Including a clear and prominent call to action on your website that invites potential customers to contact your sales team can help increase conversion rates. Make sure that your contact information is easy to find and that your sales team is prepared to follow up with leads in a timely manner.
If you are a HubSpot user – consider using meeting links, which allow the user to view your calendar invite and book calls with a few clicks – making the experience completely customer-centric and convenient to use. See how easy it is to use here.
Optimise your website for SEO
Optimising your website for search engines is still important for B2B businesses. It can help attract more organic traffic to your website, which can increase the chances of converting visitors into leads. This can be done by using relevant keywords, creating high-quality content, and building backlinks to your website.
Use analytics to measure performance
Analysing data from your website can help you identify areas for improvement and measure the success of your marketing and sales tactics. This can be done by using tools like Google Analytics to track website traffic, conversion rates, and other metrics.
These are just a few tactics you can use to improve B2B sales through your website, but there's a lot more that you can do. Keep in mind that the best approach will depend on your specific business, industry, and target market, so be sure to test different tactics and measure the results to determine what works best for you.
Overall these tactics could help you to build trust, credibility, and improve sales conversion.
You could also consider these ideas:
- Offering a free trial or a demo of your product or service.
- Creating a customer-centric approach by providing customer service and making it easy for customers to get in touch with your company
- Creating targeted landing pages for different buyer personas
- Investing in targeted paid advertising campaigns
- Leverage customer case studies and customer references
- Hosting webinars, events, and other interactive engagement opportunities.
- Offer tailored pricing packages for different-sized businesses
These strategies can help increase the chances of turning website visitors into paying customers.
Remember, every strategy needs enough time and effort put into it in order for it work properly and deliver desired outcomes so be sure not to skimp out on any steps along the way.
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