6 Strategies to Increase Buyer Engagement and Win More Deals in 2024

1. Outreach The Right Way

It all begins with how you reach out. The first outreach is initially done via email. The email should include a rapport-building element. It's also important to research the company and its industry to better understand their needs and how your services can address them.

In B2B sales, efficiency is as crucial as building a relationship with buyers. If you want to increase your chances of a response, you have to make an award-winning impression on your point of contact. This can be done at scale by following the steps below.

Create a hub, or workspace for their industry or vertical.
The workspace should address their specific needs and outline how your product or service would add value in their particular use case.
A/B test different workspaces
Duplicate the most successful ones for similar prospects to save time.
Personalise the template for each prospect, with their brand. You can do this with Hubforce AI Hub builder.

This demonstrates that you truly understand their pain and have taken the time to craft a tailored outreach with them in mind. You can use Hubforce AI to create a customised digital sales room for your prospect.

2. Analyse Buyer Behaviours with Real-Time Data

Understanding your clients and their motivation is an ongoing process, even after the first outreach, because businesses have changing needs.

To truly engage, connect with your buyers, and inspire positive decision-making, a targeted approach is essential. This is where analysing buyer behaviours with real-time data comes into play.

By leveraging data to understand the motivations, challenges, and decision-making processes of your ideal buyers, you can tailor your sales and marketing efforts to speak directly to their needs. This approach not only increases the effectiveness of your outreach but also builds stronger, more meaningful connections with your audience.

Hubforce is built with high-level analytics tools that serve as heat maps on your sales content and help you track how prospects' priorities are changing. This enables you to deliver only the most relevant information every time.

3. Simplify the Buying Process for the Buyer (and your sales team)

Many times, the problem is not your product, the price, or the buyer's intent. The issue could be with how your content is structured. You are probably overwhelming them with attachments and files. B2B buyers are just as busy as you are.

You want to close them and get some revenue into your business. News flash! They are trying to do the same thing with their own clients. Therefore, poorly structured sales content will scare them away.

This is where digital sales rooms come in. It makes going through your sales funnel a lot easier for your prospects. They can also ask you questions or request some additional materials like case studies, call recordings, ISO certificates, legal documents, or other bulky documents that you wouldn't want to share over email.

You can upload all of this, nicely structure it, and organise them into folders, so it's easy for your prospects to navigate through these materials and follow your sales process as well.

Hubforce allows you to create these digital sales rooms in 30 seconds using Hubforce AI.

Hubforce also gives you real-time data on how they are engaging with your materials. That way you know what to improve on. Also, your marketing team can get some insights about which content is working, the desired content length, and how to keep prospects engaged even if your current content isn't perfect.

4. Leverage Data To Qualify Your Leads and Measure Buying Intent

Some buyers may indicate interest but won't be ready to buy anytime soon, while others have really challenging situations and are ready to buy.

If you want to close deals faster, you have to know the hot leads in your pipeline to focus on at any given time.

However, sometimes there could be some clients or deals that you really want to sign because they may change the trajectory of your business growth, but they have low engagement. By knowing where you have low engagement you can identify the blockers or find ways of re-engaging those prospects.

How Can You Measure Buying Intent?

Hubforce has a smart and dynamic engagement score model, which takes into account several factors:

How many times has the prospect visited the hub?
How much time did they spend inside?
Who did they share the hub with?
How many times have they shared the hub?
What content did they engage with?

You also have hot assets to notify you when the prospect looks at the content that matters to you the most. A lot of data points are considered in the smart engagement score.

Also, you may see a high engagement score in the beginning when the prospect looks at your hub/digital sales room for the first time. However, what if they don't visit it and forget about it for the next 2 weeks, 4 weeks, 6 weeks? The engagement score will not stay high.

For example, if your sales cycle is 14- 30 days, it will go down faster if they don't visit it. If your sales cycle is 60-90 days or 6 months, it will go down relatively slower because, with large enterprise deals, it takes longer to sell solutions internally.

5. Craft Personalised and Data-Backed Proposals

Think about it: Every buyer has unique needs, challenges, and goals. So why treat them all the same?
Your ability to craft a hyper-specific and relevant proposal lies in your access to the right data. Once you can accurately measure their engagement with your sales materials, you can now craft a proposal that feels like you read their mind.
However, you are dealing with so many clients and may not have the time to craft personalised proposals for each one. This is why Hubforce proposal templates are exactly what you need. It has a combination of pricing, quotes, and any other thing that helps you build an award-winning proposal for hundreds of clients in the blink of an eye.

6. Track and Analyse Performance for Continuous Improvement

Tracking and analysing sales performance is not just a box-ticking exercise but a vital tool for continuous improvement. By monitoring key metrics and extracting actionable insights, you can identify strengths, weaknesses, and growth opportunities to increase buyer engagement and win more deals.

How to Analyse Your Sales Performance

Before you begin to track your sales performance, you need to clearly understand what you are looking for and why it is important to your business.

For example, if you want to measure buyer engagement during the sales process, you can measure metrics like Click-Through Rate (CTR).

However, do you know if they engaged with the material you linked them to?

Do you know if they downloaded it or shared it with other stakeholders?

The answer is most likely no.

Hubforce tracks detailed engagement on each material, even if it's just a PDF. This is very important in your sales process, especially during those times of radio silence after the demo.

It is important to have both quality and quantity in your B2B sales strategy. Hubforce offers the best of both worlds by helping you make the sales process easier for both the buyer and your sales team. It is built with a powerful AI that allows you to create a digital sales room customised for your clients.

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