Here at BuzzBoard we are thinking about ways to improve local digital media sales everyday. Our MD of EMEA, Trevor Nadeau, will discuss this topic and more at the SIINDA Premier Conference this week in Budapest (May 14-16). If you are attending SIINDA please be sure to check out Trevor’s panel to find out more. In the meantime, we’d like to share three new strategies that we believe can help any company selling to SMBs. These are: 1) turning data into actionable insights; 2) vertical selling; and 3) time to ditch that laptop and start using an iPad or other tablet device.
Most organizations have access to lots of SMB clients and business listings (ie – big data). The goal is turning this mountain of data into new digital customers who buy any number of products, including SEM, SEO, responsive websites or social media to name just a few. To help solve this challenge one solution is to give sales people research and data that is easy to understand, in the form of infographics. One example is this infographic we produced on pizzerias in the US.
The next strategy to embrace is segmenting the data and sales efforts into a vertical focus. So instead of selling to every local SMB in your region, why not focus on just the pizza restaurants for a period of time. This allows you to not only be knowledge about the category but also to share competitive insights with your prospects. Most small business owners want to know what the competition is doing and how to leverage that so they can do better.
If you are not already using iPad or Android tablet, then its time to leave the laptop at the office and start bringing a tablet to the next sales call. Pulling out the laptop when visiting prospects can create a physical barrier and we think its time to sit or stand elbow to elbow with your prospects and customers. Using BuzzBoard on an iPad, for example, is visually compelling and more personal that traditional laptop based sales tools. So we say “time to ditch the laptop”.