7 Common Mistakes Made When Engaging Senior Technology Buyers (and How to Avoid Them)
Engaging senior-level technology buyers is a challenging task for both marketers and salespeople; we’ve seen it time and again for our clients. Fact is, the intricacies of technical decision-making and the pressure to deliver value-driven solutions to these buyers can lead to common errors.
For instance, one of our clients in APAC had ambitious sales and growth targets for the region. Their traditional focus was generic outreach with detailed information on all of the company’s offerings. This wasn’t working and they were struggling to figure out why. We consulted with them and came up with a strategy to avoid this common marketing mistake.
Marketers and salespeople make plenty of other mistakes besides generic outreach. In this blog post, we’ll reveal the top 7 ones you’re likely to make when engaging senior technology buyers. We’ll also help out by sharing insights on how to avoid making them in the first place. By the end of this post, you’ll be better prepared to engage senior level buyers, and learn some examples of how to take that to the next level.
Mistake #1: Failing to understand what they do
You know what’s a fantastic way to alienate senior technology buyers? Not bothering to learn about their roles and responsibilities. This lack of understanding can lead to misguided assumptions, irrelevant messaging, and ultimately, an unsuccessful sales or marketing effort.
Solution: Dive into research mode to thoroughly research senior technology buyers. Use resources like LinkedIn, company websites, and industry reports to get the scoop on their roles, goals, pain points, and challenges. This understanding will allow you to tailor your messaging and offerings to their specific needs.
Mistake #2: Rambling about features instead of benefits
Marketers and salespeople often focus on the features of their product or service rather than the benefits it delivers to the buyer. The sad truth is: your prospects don’t really care about your product’s bells and whistles, at least at the start. What they do care about is the value it can bring to their organization.
Solution: Instead of giving them a laundry list of features, present your offering in the context of the buyer’s needs and pain points, demonstrating how your solution can address their specific challenges. Show them how your solution can improve efficiency, save them money, reduce risk, or give them a competitive edge. Most importantly show them how it can make them a rock star for their organization. Your time will be better spent, and your prospect will appreciate you not wasting theirs.
Mistake #3: Drowning them in tech jargon
Your prospects may be more tech-savvy than most, but they’re not robots. Spare them the headache and avoid bombarding them with jargon-filled messages that’ll make their eyes glaze over. This approach can make it difficult for buyers to understand your offering and how it can benefit their organization.
Solution: Communicate in clear, concise language that is easy to understand. Focus on the business impact of your solution rather than getting bogged down in technical details. If technical information is necessary, present it in a way that is easy to digest and relevant to the buyer’s needs. And for the love of all things digital, don’t use obscure or organization-specific acronyms they might not even know.
Mistake #4: Lack of personalization
Senior technology buyers have unique needs, challenges, and preferences, so don’t treat them like clones. Failing to personalize your approach can result in lost opportunities.
Solution: Research each buyer and identify any pain points possible before your first conversation. Leverage this information to craft personalized messages and offerings that resonate with their specific needs. Bonus points if you can work in some recent industry news or events to show you’ve done your homework. This homework doesn’t have to be boring. Remember the client I mentioned at the top of this post? They used a series of virtual engagements produced by BuyerForesight as a means of getting in front of pre-qualified buyers and having a conversation where they were able to learn these pain points organically, tailoring follow up communications accordingly.
Mistake #5: Ignoring the decision-making circus
Some marketers and salespeople might be under the impression that senior technology buyers make decisions in a vacuum. They don’t. They’re part of larger teams that juggle factors like budget, timelines, and competing priorities.
Solution: Understand and respect the decision-making process. Provide relevant information to help your buyer build a strong business case for your solution. Offer resources, such as case studies, white papers, or testimonials, that demonstrate the value and ROI of your offering. Be prepared to engage with multiple stakeholders and adjust your messaging accordingly.
Mistake #6: Desperately trying to close the deal
Senior technology buyers can smell desperation a mile away. An aggressive sales approach that stems from a pure focus on closing a deal can be disconcerting, and quickly damage any existing or future relationship with the buyer.
Solution: Instead of focusing solely on closing the deal, approach the buyer with a genuine interest in helping them solve their challenges. Cultivate a consultative sales approach that positions you as a trusted advisor rather than a salesperson pushing a product. Focus on understanding the buyer’s needs, offering tailored solutions, and providing valuable insights that help them make informed decisions.
Mistake #7: Ghosting them post-sale
This point is brief, and it’s a simple reminder: the relationship doesn’t end when the contract is signed.
Solution: Nurture your buyers even after the deal is closed. Keep the relationship alive by checking in, offering support, sharing relevant industry news and upcoming events, and sending them cute cat videos (though that last one should probably be case-by-case). Keep communication channels open and be proactive in addressing any issues or concerns that may arise. Maintaining a strong post-sale relationship can lead to upselling, cross-selling, and even some good old-fashioned word-of-mouth marketing.
Avoiding these common mistakes when engaging with senior technology buyers will significantly increase your chances of success. By understanding their roles and responsibilities, focusing on benefits rather than features, communicating clearly, personalizing your approach, respecting the decision-making process, adopting a consultative sales approach, and nurturing the relationship post-sale, you can build strong, long-lasting connections with these influential decision-makers. As a marketer or salesperson, it is crucial to adapt your strategies and tactics to the unique needs and preferences of senior tech buyers to maximize your impact and drive business success. That client of ours? Across 7 virtual roundtables, they were able to meet nearly 100 pre-qualified executives that they knew were interested in topics the client could speak to. They were able to learn about common pain points and adjust not only their direct follow up to participants, but also better identify pain points for their ICP as a whole, applying learnings to messaging and generating a stronger sales pipeline. Pressure alleviated.
Contact BuyerForesight at grow@buyerforesight to discuss ways we can help you better identify your audience’s specific needs and employ a winning strategy for engagement.