For the inbound salesmen you will want to attract good leads to grow your pipeline, target those that are ready to be sold, and giving customers answers to their problems that will create long lasting satisfaction and delight.
The power of inbound is (assuming marketing-sales alignment, which you can learn about here) you will have a lot of information about your prospect. So before you pick up the phone or get on a client-scheduled call, make sure to do your due diligence. Look at their website, explore their social media, learn everything you can by crawling the web before calling. This was how Jacob Moynihan grew Merchant23 – we always researched our prospective clients before picking up the phone and dialing. .
The reason you are online “stalking” them is because you want to gain more insight into their business or personality, or both! Find commonalities, maybe you two personally share a hobby that can help “break the ice” before you get down to business. .
Why do this? Because the customer is researching YOU too. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. (Demand Gen Report, 2016) (Sourced from: Hubspot) .
Create a series of email templates and sequences that allow you to keep in touch with your prospects after you break the ice. We want to keep ourselves on the forefront of the clients mind until they are ready to be sold. Prospects should have a way to schedule a consultation with you digitally. Set up a Calindly! Having an open door policy will only benefit you – when clients want your time, it means they see value in you and your services. Make yourself as available as possible to them. Automation will allow you to speed up your sales process so you can rapidly respond to potential clients faster in real time. .
Why is this so important? An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even 60 minutes. (Source: Hubspot) .
The more steps you add to your sales process, the more chances of a client falling off and not converting. Your whole sales process and pitch should be as frictionless and automated as possible. .
Sounds simple right? Well, in theory yes, but in practice it’s not so cut and dry. Want to talk to somebody to bounce some sales ideas off of? Schedule a consultation with our CEO Jacob Moynihan right here.