Who would you rather get on the phone with to sell your product:
Someone who you’re catching during dinner, hoping that they’ll give you just a few moments for your pitch?
Or, someone who reaches out to you, because they have a unique concern that is in need of your product or service.
This is not a trick question.
Obviously, the latter. If you want to learn how to not only work harder but also work smarter, adopting an inbound sales process is a no-brainer.
But easier said than done, right?
So let’s make the getting done part easier. Let’s get on the same page with the most important thing you need for your business to be a success: LEADS.
Everyone wants them, and they’re certainly out there, but how can you effectively go about getting them?
In this post, we’ll help you discover 4 handy ways you can boost up your inbound sales process with it’s most crucial element, leads.
1. Focus on the Buyer Journey
Hubspot hits the nail on the head with easily helping you understand the “Buyer’s Journey” through relatable language as well as the picture below. According to Hubspot,
The Buyer’s Journey is the process buyers go through to become aware of, evaluate, and purchase a new product or service. The journey is a three-step process:
- Awareness Stage: The buyer realizes they have a problem.
- Consideration Stage: The buyer defines their problem and researches options to solve it.
- Decision Stage: The buyer chooses a solution.
Regardless of your product or service, the “Buyer’s Journey” is still a part of your customer's process. Think about the pain point that you relive in your customer’s life, the dream you will help them achieve, or the joy your product or service will bring. Center you inbound sales process around your strongest selling point, and be aware of the process your customers are going through along the way. Think about how you're going to make a strong first impression, and how you'll stand out against competitors. Ask yourself about their buying process from assessing a need to making a decision.
Start out by simply making it your goal to understand your unique buyer’s journey.
2. Paint the Full Picture
Once you have an idea of who your buyer is and what their journey looks like, give them all the details they need to make a decision.
Confused is never something you want your customers to be. If decisions are made upon trust and relationship, leaving your prospects confused is definitely not helping them in the right direction.
Think about it, when was the last time you bought something you were confused about? Something that you weren’t even entirely sure of what it was?
Odds are, you haven’t. We all desire to feel well informed, it creates a subconscious level of trust between us and the companies we buy from.
So the answer to painting a full picture here? An effective brand strategy.
Your brand strategy needs to ensure direction, portray excellence, and be something your employees want to stand behind. (Lucky you, we’ve detailed the basics for you in a previous blog.)
3. Be Genuine
Speaking of powerful relationships, nothing builds a bond better than being genuine.
No matter if you are engaging your leads in an email sequence or a social media post, make it mean something. Take every opportunity to talk about brand values and the mission you are committed to. Share the impact your business has made in the lives of your clients and consumers. People like the feeling of connection and safety that only you can bring in regards to your company.
This makes your leads buy-in to your brand, which can have much bigger effects than just one purchase.
It all starts with authenticity. The rest of the magic happens as the audience becomes more and more responsive to content they can appreciate.
4. Stay Consistent
Our final tip for more leads via your inbound sales process? Be consistent!
As much as you need to focus on the user, you have to do it with the brand message in mind.
Make sure that your entire team is on the same page in terms of your brand strategy. This will help ensure that every interaction made with your customers is speaking with the same “voice.”
If your brand is bubbly and upbeat, make sure you don’t have a team member who is interacting with customers like you would interact with your grandmother. If your brand is professional and neat, don’t include slang and sarcasm in your copy. Every brand is different, and every brand has a unique voice.
Beyond the copy on your website, think of a clever hashtag to tie to your brand or a signature sign-off people can recognize. Give your calls to action some personality, too.
Push new content out as much as possible, too. Remember to balance your material between products and stories, so as to not over-sell.
When in doubt, remember it is all about the conversation you want to have with your users.
Are You Happy with Your Inbound Sales Performance?
If yes, awesome! What are some of the next goals on your list to tackle?
If no, what do you feel like is holding your back?
We are a solutions based team that is here to help you understand where you’re at, and how to get where you’re dreaming to go. Building a better sales strategy relies heavily on good marketing. Don't underestimate the power of generating inbound leads and establishing relationships.
Contact us today to talk about your inbound sales options and learn more about how we’ve helped others just like you succeed!