Marketing & Sales for Software Companies
"Struggling with low conversion due to software 'commoditization'? Discover how to differentiate your solution by focusing on value instead of features."
Many software companies get stuck in their conversions. In the world of software everything seems to run together. It seems like every solution on the market is comparable: ERP systems, CRM software, project management tools.
The biggest mistake is the fact that most potential customers are not in buying mode at all when they first encounter your marketing message.
Too much focus on the product, too little on the problem
Many software companies make the mistake of focusing their marketing entirely on the product itself.
Putting the customer first
1. Focus on a specific niche
By focusing on a niche, you can tailor your message much more specifically to the specific problems and needs of that target group.
2. Appeal to the right persona
It is essential that you do not only target your message at a broad audience, but specifically at the role of the person who will actually use your solution.
3. Focus on value, not features
Instead of our software has these 25 features, you communicate much more effectively by emphasizing the value the customer gets from it.
Match-day tip: Use customer experiences and testimonials. There is nothing more powerful than proof from other customers.
Offer educational content
The most successful companies use content marketing to first offer value. Think of blogs, e-books, webinars or whitepapers.
Conclusion
Stop selling features and start solving problems. Focus on value, niche and persona.
Lead Score Quick Check
Check your Match-day Knowledge
Question 1 of 2
What is the primary goal of outbound sales development?
Valuable?
Share the insight
Calls
Data from tens of thousands of sales calls.
Growth
Average increase in meetings.