Everyone in sales is raving about the benefits of automated emails: speed, low cost, and greater information available about your leads. You’re on board, but you’re worried about one thing.
Won’t you sound like a robot?
Elevator pitches have been part of a typical sales tool kit for decades. But just because it’s been used doesn’t mean you should keep using it.
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 Secondly, a big part of what sets inbound selling apart from the old-fashioned, outdated sales model is its focus on personalization.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.