With entire workforces still working remotely, now is the time to make sure the right digital sales content is readily available for reps. It’s important to continue to enable sales with digital content as the needs and concerns of customers change. So here are the types of digital sales content to make sure your team has right now.
Company Overview Presentation
A company presentation is one of the first pieces of digital sales content a prospective customer will ask for – whether it’s presented or emailed for consumption on their own time. Creating a templated in PowerPoint presentation with key information about your company and products will save reps time preparing for each customer meeting. Plus, it ensures that they always hit on key messaging.
Brochures are an easy addition to a customer email to provide a helpful, brief description of your products. They are a highly interactive and engaging way to convey product information to customers. Plus, they’re easy for customers to re-share among co-workers or other connections outside their office, meaning this digital sales content will carry your message far and wide.
Sending personalized prospecting videos is becoming the norm, especially with limited face-to-face sales interactions these days. In fact, for some sales teams, sending personalized videos can have up to a 75% close rate. It’s a great tactic for sales to address on their own time, making it a very cost-effective and highly impactful form of digital sales content.
Sending per also helps create organic rapport and the human connections we can’t get right now with prospective customers. So many sales teams are finding that people are more open to watching a brief video with a friendly face.
But to stay agile, sales should also consider including short videos in their emails. If they don’t have time to create a personalized one, a brief introduction of themselves which can be used over and over is a great addition.
We all spend (probably a little too much) time on daily administrative tasks. But for sales, time is money. So hearing that sales reps spend 14.8% of their time on things like data entry and internal meetings shouldn’t be a shock, but definitely a disappointment.
Email templates are often suggested, but few take the time to actually create them. With everyone working from home, not only have email open rates increased, but it’s also a great time to set-up this kind of digital sales content to enable your team. Help out your sales team by creating templated emails so they can focus more time on selling, capitalize on the attention people are currently giving to email, and keep moving quickly.
Having clear, transparent pricing gives assurance to prospective customers that there are no unexpected costs if they choose to work with you. Providing a pricing sheet upfront saves hours of conversations and frustration while boosting their trust and confidence in your partnership.
Market Research & Whitepaper Reports
Has your company also created a whitepaper report about how the pandemic has affected business this year? Great! Send it along. Because no matter how many “Doing Business in the Time of COVID-19” reports exist, people always want to read another. Yours might have the valuable insights they’re hoping to find, a stat that resonates and builds authority in your industry, or a new perspective that they hadn’t considered before. Market research takes a lot of time and effort, so don’t let this digital sales content gather digital dust.
And if you don’t have a report related to coronavirus it’s still worth sending, as long as it’s relevant to your conversation with the customer. Market research doesn’t just provide sales with greater customer insights. The reports derived from it provide proof, much-needed confirmation, and in-depth observations that could be the ticket to winning a customer over.
If you find that longer reports and eBooks aren’t resonating with prospects, try an infographic. An abbreviated, visually consumable version of a report that takes only a minute to digest makes it easy for customers to understand your point.
This type of digital sales content is quick to produce and a great way to grab attention. The internet has turned us all into fans of highly graphic content. And for busy customers who are only giving you seconds of their time, including an infographic or even a snippet with a compelling stat or two, is a great way to grab their eye.
Blogs are an often forgotten digital sales content resource that your sales team probably doesn’t pay much attention to. But sharing a popular post on their personal social media accounts or sending a relevant article to a prospective customer can open doors and progress the deal.
Blogs can be used to quickly respond to questions, helping to build trust in a new prospective customer relationship.
Using case studies during the selling process can boost your deal closing ratio by 70% and your sales by 185%. Both case studies and reviews are fantastic social proof of the value of your product. Reading the words of another customer helps the prospect understand how you solved their problem successfully and what their experience has been working with your company.
While case studies can provide a more in-depth success story but take longer to produce and consume, product and company reviews can have a similar impact with less time required to share and read. After all, over 80% of customers look at customer reviews with as much trust as they would a personal recommendation. They’re going to look anyway, so make it easy for them and get some extra customer engagement points while you’re at it.