“How Technographics Help Your Sales” is a common question that I get asked by my clients. It has become increasingly clear to me that most sales objections come from a fear of not having the “right” information or being unable to apply it quickly and efficiently. The desire for speed, accuracy, simplicity and immediate gratification has in large part contributed to the high number of failures in our service industry. We live in a society that has conditioned us to wait rather than act, to be nice, to ask for forgiveness, to compromise, to apologize, to explain… The list goes on.
The way in which we process information and sell it to others has changed dramatically over the years. It used to be that if you wanted to get a certain amount of information across to someone, you would do it yourself (or have a trusted associate to do it for you). You had the benefit of accurate, concise, unbiased information at your fingertips that could be downloaded, stored, referenced, and then used. But we also lived in a time when the information we needed was instantaneous and accessible.
Today’s consumer expects to know more about what they are buying, when they are shopping for products, before even making a call to buy. The old way of thinking about selling took into account that the customer needs some idea of how the item or service would be used. In other words, sales managers knew they had to provide specific answers to the sales questions they were being asked.
Also Read – Account Planning: Maximizing Customer Relationships and Sales Opportunities
But when the questions are delivered in a generic way, with information that they could get elsewhere, or through a faster, easier, more convenient online form, the sales objections grow. Salespeople often say to me, “They never tell me how to answer those questions.” They think that if they ask them one more time, they will lose their edge and lose the chance to build a B2B relationship based on that information. This is a shame.
The ability to deliver customized information that enables your customers to use it in ways they were not expecting, builds a stronger foundation for the relationship. It empowers salespeople to offer better services, because they know that they can deliver relevant, accurate, and clear information to their prospects. Knowing how technographics help your sales staff to deal with sales objections, shows that you are paying attention to how you communicate and this will pay off for you in the long run.
Now that you know that your prospects want to know what your product or service does, but they are hesitant to buy right now because they do not know what it does, you know that you have a challenge ahead of you. You know that your only two options are to either convince them that it is what they need and want, or to change the way they think about it so that it is. Either way, you will be fighting a losing battle if you try to do it on your own. You need an outside perspective so that you can get the results you want.
Using a variety of media to reach out to your customers, including TV commercials, radio spots, mailers, brochures, business cards, etc., helps you to know what works and what does not. Once you know the questions to ask yourself and your sales team, you can then create a plan to get these answers out to your prospect. Your prospect knows that you know what they want, but you need to show them what it is so they can convince themselves to purchase it.
What is Technographics?
There is no one-size-fits all solution, but there is one strategy that can be applied across industries: Technographics. This blog post will discuss what Technographics are, why they work so well for b2b lead generation and sales conversion, and give examples of how other businesses successfully implemented this strategy for their own organizations!
Technographics is a way to segment your leads based on the technological platforms they use. To put it simply, Technographics benchmarks how tech savvy someone may be, and uses that information to tailor their marketing strategy accordingly. This can help you identify specific audiences or groups of people who are most likely interested in what you have to offer!
The more sophisticated their technology usage habits are, the higher likelihood there is for them being qualified prospects and sales conversions. In other words, technographics is a great addition to the business tools like Folderly.
The Importance of In-depth Research
In the world of business, it is important to stay on top of trends and changes. There is no such thing as irrelevant information when you are trying to make a sale or secure a new customer. In this blog post, we will be discussing the importance of in-depth research for your b2b leads and how it can help you find success in your industry!
- Research can be anything from looking at the market and seeing what is trending, to reading articles in your specific industry to see if there are any changes coming. No research means no new discoveries!
- Some of the most important information for qualified leads include: company size, their major products/services, how they are different than their competitors and who their top competitors are. Finding these pieces of data out early on will help you plan ahead so that when it comes time for a meeting or call with potential customers, you’ll have all the tools necessary to succeed!
- You might also want to take some time researching trends yourself. It’s worth doing this even if you’re not selling something yet because knowing about upcoming changes.
How to Find Data on Your Own
Many people think that it is impossible to collect and research data on your own. But the truth of the matter is, you can do a lot with some simple tools if you know what you are looking for.
First, start by doing some research. Be sure to know what you are looking for and be specific about it. Look at your company’s website or someone else’s site that has the data you need (like Wikipedia). Write down any keywords related to your topic of interest in a document so they are easy to find later on.
- Identify Data You Need
- Collect Online Resources with Keywords
- Ingest the Data into Spreadsheets/Formulas as Necessary
- Export Your Files and Create Reports Using Excel or Word Docs + Google Sheets Tools If this is not an option, export information from online
Salman is a prolific environmental writer, and has authored more than 500 articles in reputed journals, magazines and websites. He is proactively engaged in creating mass awareness on renewable energy, waste management, sustainability and conservation all over the world.
Salman can be reached on salman@cleantechloops.com
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