Generate hot leads with inbound sales! How does it work and what do I have to do? You can find the answer here. But first; what is inbound sales?
Inbound sales is a sales methodology that provides personalised and helpful information to be found by potential customers and to win them over and build long-term relationships.
The activities in the sales process are adapted to the respective buyer persona and buyer's journey in order to accompany the customer and provide helpful support.
Inbound sales and marketing work closely together to achieve the best possible results. The goal is to celebrate a shopping experience with a happy, satisfied customer who remembers it fondly and shares the experience with others.
The basis of inbound sales and inbound marketing is the buyer persona & buyer's journey.
Every purchase decision is about a need, desire or problem. Therefore, knowing the Buyer Persona and Buyer's Journey is critical to the success of inbound sales.
The buyer persona is the target person, who should be defined first. This includes the following points:
The Buyer's Journey is the buying process divided into 3 phases:
Those who can put themselves in their personae's shoes are able to align their strategy and measures accordingly and facilitate the buying process.
Lead scoring determines when a lead is passed on to the sales. The task of the salesperson is to check whether everything is correct.
That means in detail to evaluate the existing data, which information was used, how often and in which distances the website was visited.
As well as which personal information is available, and whether the person is ready for a personal contact.
Before you make contact, you should do further research on the Internet. Visit the website, search for the following answers on social media:
What are his interests and what is the best way to reach him and when?
And then make personalized contact to find out how you can help them. This will help you to clarify the level of interest and whether the timing is right.
The interest is there, now it's time to get even more specific. Analyze the existing data and find out more about the company and also about personal interests on LinkedIn or Xing.
Find similarities with your contact. Obtain relevant knowledge about the industry in order to speak the same language.
Prepare how you can help to have a conversation at eye level.
What does the challenge look like, what goals are associated with it, what is the timeline and budget?
Very important: listen!
You have the information and can now start preparing an offer for the next appointment.
Include options that specifically address the customer's needs. During the meeting, go through the individual points and emphasize why your offer is so unique and just right for their challenges.
In the end, everything should be right - goals, budget and schedule. Now submit your offer, taking into account when the best time for implementation is.
Don't put pressure on them.
To practice inbound sales effectively, your sales department needs the right tool. And that is a central and easily accessible database that is also used by marketing. This allows everyone to see the current status of the lead and which notes are available for the contact in order to personalize communication.
Features that make the HubSpot CRM particularly valuable include:
A brief overview of the functions of the HubSpot Sales Automation software.
Image source: Unsplash © Tao Wen