Recently, I had discussions with B2B software vendors and their current sales challenges. There are extraordinary, unique products on the market nowadays that don't face much competition and yet, surprisingly, they struggle with sales. Usually the cost of these products is on the higher end and if they target their sales towards small companies, it can be challenging to convince them to pay the price.
In an effort to ease this challenge, I will share a few tricks on how to effectively market these types of products:
Website
If you are a start-up and you are just making your first sales, you have to keep in mind that your website's content has to be very informative and comprehensive. The stress of the content has to be about the unique functions and possibilities of your product, the potential buyers of your software must understand the value for money you are offering. Upload high quality screenshots, demos and tutorial videos.
Blog
Article marketing is very good for your SEO as it serves as a resource for your clients, as well as potential clients, to learn in detail about the features and functions of your product. It is important to cover additional topics that are of interest to your target audience. Make your blog social, engage in discussions and act as a consultant to your blog readers.
Trials
Offering trials is very important, as they give your prospective buyers the opportunity to evaluate the features of your product and discover the possibilities and advantages of buying your software.
And most importantly:
Billing
As I mentioned earlier, many companies are quite reluctant to buy new, expensive software. If your product has a price tag of over $500, you can break this amount into as many installments as you wish. Here's how you can do it with PayPro EasyCommerce tools:
Subscription Management Tools
As you probably already know, PayPro Europe offers the most comprehensive subscription management tools. With these tools you can also set up payments in installments. This way you can determine the amount of each payment, the frequency of charges (i.e. weekly, bi-weekly, monthly, quarterly etc). Simply specify the total amount of the final purchase and EasyCommerce will handle the payments automatically until the last payment is complete.
This method of billing will ease the financial weight of your clients as well as making your product more attractive price-wise.