Adjust your messaging to appeal to your visitors that work in startups.
Almost all B2B companies serve customers from different company sizes. Startups tend to be quicker at making purchasing decisions and more open to trying out new products. There are typically less people involved in the purchasing process, compared to a big enterprise. But most business from startups tends to be inbound. How do you make sure they convert? Personalization can help.
With Unless, you can target companies of different sizes with different messages to match their needs. When a visitor lands on your website, we can identify their company and enrich that information with more data points, including the number of employees. All you have to do is define what “startup” means for your business in particular. What would be the ideal range for you to target? You can decide this by looking at your existing, startup clients.
Startups have very specific needs when it comes to buying products. They value ease of use and keep a close eye on costs. Most of the time they run a tight ship, so they look for special pricing options and discounts. A trial period is preferred, as they tend to be more agile at picking up new tools and like to dive into them immediately.
Successful headline personalizations for this segment appeal to startups directly. For instance: “The preferred analytics tool for small businesses”, “Get started today for free” or “Trusted partner of startup founders from around the world”.
Use the rest of the real estate to focus on USPs startups like to consider: usability, fast set up, an active community and good user support, key features, and screenshots that show off your UX.
Startups often buy products based on recommendations they get from people in their network. Word of mouth plays a big role in the purchasing process. To appeal to this segment, you can show how other startups and scale-ups, especially those with brand recognition, use your product. Think for instance, of testimonials from other startups or reviews from third-party sites.
You can also pair company size data with industry data to add another layer of personalization. For instance, if the visitor works for a startup in the payments domain, show a Stripe logo as social proof.
As we mentioned earlier, startups tend to be quicker at making purchasing decisions, so your CTAs should be geared towards more hands-on buyers. For instance, “get started,” “start free trial,” or “sign up.”
In this example, you see how DesignR uses Unless to personalize their website for startups. Their headline changes for buyers in this segment, highlighting that it’s a preferred design tool for this type of company. The CTA for startups is “try now” instead of “learn more” or “book demo” aiming to minimize friction in the purchasing process. Below the fold, they also showcase reviews from well-known startups. Looking beyond the homepage, this company personalizes their pricing page, highlighting an affordable, mid-range plan for startups.
No, not necessarily. We offer basic firmographic datapoints out-of-the-box, like company name and industry. However, if you need a more granular approach and additional things like contact email addresses, feel free to get a account at our partners, like Albacross.