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.
Why Research?
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 Secondly, a big part of what sets inbound selling apart from the old-fashioned, outdated sales model is its focus on personalization.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.
(Note: much of the content in this article is a summation of a Podcast on 7/5/17 from Masters of Scale)
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.
CRM philosophy
Customer Relationship Management is an essential aspect of of a business’s engagement with a consumer and/or client. Specifically, the acronym CRM is reflective of a manner in which a company avails itself of analysis, experience, and strategizing in order to improve interaction with current and future consumers over the course of a customer lifecycle. The aim is retaining more of your previous customers and improving sales over the course of new ones.