Did you know that effective sales-enabled content can be a more affordable way to bring in additional revenue than simply hiring new personnel? How do you ask? By focusing on initiatives to upsell and cross-sell your current and prospective customers, sales-enabled content is a powerful tool to help your team close the sale.
What is Sales-Enabled Content?
Sales-enabled content is content that reps can use throughout the selling process. This content not only empowers the team, but helps them to better explain the purpose, benefit, and need to their clients.
So where should you begin?
- The best way to determine the kind of content to create is to ask your sales team.
- What types of content do they think will be helpful?
- What are the common hesitations or concerns potential customers share?
- Are there frequently asked questions?
- Do they need help explaining why a customer should invest in one product over another?
By listening to what your sales team wants and needs, you will be able to provide information that makes them more effective at selling. Sometimes, however, even they don’t know what kind of content would benefit them. Therefore, we’ve put together a quick list of five examples to help your local business.
1. Video Content
Videos are an easy way to convey information and make a lasting impression. A well-produced video can do wonders when it comes to engaging prospective clients. In fact, 84% of consumers say they’ve been convinced to buy a product or service by watching a brand’s video. You can highlight product benefits, share testimonials from customers or even show potential results customers will experience by using your product for themselves.
2. Offer Guides
Offer guides are a great way to help clients quickly identify the best products for their needs. Providing them with this information will allow them to make a more educated decision which will further increase your revenue.
3. Case Studies
Case studies are a valuable resource when it comes time to explain why a consumer should choose your product or service over the competition. This kind of content is a helpful way to illustrate an example where your product or service solved a similar problem for another client, saving them time and money while increasing their overall results.
Blog articles provide a space to spark conversations, educate and entertain prospective clients while acting as a hub of educational information. 77% of Internet users regularly read blogs. But be sure to use listicles and bullets because 43% will only skim the content!
Infographics are another great way to break down information and make it easily digestible for your audience. Your target demographic might not be interested in reading a 10-page article but they may be willing to review an infographic or two.
While this isn’t a comprehensive list of the variety of ways you can tackle sale-enablement through content, it will get you off to a great start. If you need help creating a plan or developing a content strategy, contact one of our Digital Marketing Experts!