Making a phone call to a prospect can be a daunting task. Follow these steps and tips to completely nail the job!
You’re confident in your buyers’ journey, you’ve got the inbound sales method down pat, and you think you’re ready to reach out to prospects. Well, it’s great that you did all that research, because this is when you’ll put it to use! Email is a convenient and simple way to reach out. Going the extra mile and putting some extra effort into those emails can make all the difference in your success.
The purpose of researching a lead before reaching out is twofold. First off, it will help you recognize which leads may very likely become buyers, and which ones probably won’t feel the need for your product. Essentially, it will eliminate time wasted running after unqualified leads. Secondly, a big part of what sets inbound selling apart from the old-fashioned, outdated sales model is its focus on personalization. Personalization guarantees that your prospect knows why your product or service is relevant and builds that extra level of rapport needed to get to the sale.
If you’ve been keeping up with our blog, you would have read my previous article on the updated salesperson and the modern buyer’s journey. If not, then go get caught up and come back here, because taking care of the steps in that article is a must before creating a good sales method.
Salespeople have been around forever. Traditionally, a salesperson’s role has been to make the good points of a product or service known to prospective buyers, and lead them towards purchase. This product-based sales process worked back then, but is completely irrelevant in this day and age. The modern customer doesn’t need you to tell him or her that your product works twenty times better than your competitor’s, for half the price. By the time your product is relevant to a prospect, she knows all of that already, from your website. And in fact, she knows whether or not your claims are true, based on the reviews of others. The power no longer lies in the hands of sales. Instead, the buyer is the one yielding all the power.
Apparently Star Wars is a big deal. I wouldn’t know. I don’t like movies in general (why am I sitting here watching a bunch of rich people from Hollywood play pretend?), and the few movies I do like don’t usually involve stars, wars, robots and characters are almost human but not. Our CEO, Adam, however, does like the series. A lot. Him and I don’t necessarily see eye-to-eye on our preferred entertainment mediums, but we do agree on one thing: He is probably not the only SEO professional who’s a Star Wars fan. So Adam came up with a great idea: Why not create an inbound marketing campaign to recruit fighters for the Rebellion? Although it may not seem like it, I’m the perfect one to take care of this. Why? Because the most realistic scenario of any marketing campaign is that the one running it doesn’t know the client as well as the sales team. Like in any good campaign, I’ll need to conduct research to make this effective.
LinkedIn is primarily as being a business social media website, and is used as so. One in three professionals use the platform, as well as almost half of key business decision makers. The great thing about LinkedIn is the multitude of ways it can help your business grow. You should already have a personal LinkedIn page (and if not, get on it!), but if you don’t have a Company, or business, page, you’re not fully utilizing the platform.
Starting your own business is huge. With the advent of the Internet, it has gotten both easier and harder. There are so many ways to get the word out now, but the options are dizzying! How to know which are helpful and which are superfluous? We had the same questions as we set out to launch a new service, Healthy Kosher Snacks (HKS). There are kosher snacks out there, as well as healthy ones, but how many that combine both that kids are actually willing to eat? Our vision is a monthly subscription box that gets delivered to subscribers' homes, filled with nutritious and appealing snack foods. Below are the steps to successfully getting your business online. We'll be taking the journey along with you for HKS, and we'll let you know how it's going along the way.