When a seller comes to work, open the computer and see new Leads in the pipeline ready to be approached, his eyes come to shine, as it means new opportunities to close business and hitting targets.
However, to complete a sale and win this customer, a long road to be traveled, and we know how much this journey can be arduous.
Thinking about it, apart 11 hacks to make the connection process with the most simple and efficient Leads.
Curious? Then follow.
Inbound Sales is a sales method directed to the buyer’s needs. It is the very person who comes to the company through information contained in blogs, social networks and search engines. It’s a more personalized and targeted approach, optimizing sales time and increasing efficiency.
Moreover, in Inbound Sales you can follow the entire trajectory of Lead, making sure that content and what moments awakened consumer interest by the organization. With this information, it is much easier to hold the coveted first contact .
However, calmly this time! Before taking up the phone, check that the Lead has the right profile (also known as fit ) to buy and benefit from your organization’s products. Such action prevents wear in contact and wrong sales, which can lead to losses in the future as the dreaded churn .
Then make a plan to check what information you must extract that consumer to qualify it. This is a strategic task to examine whether it is worth talking to the customer and enhance the value proposition of your company.
After this activity, you can start researching the consumer. Evaluate:
All researched and written down? Now yes you can call the Lead!
To learn more, download free eBook “Sales: What to do before passing the hand on the phone” , a comprehensive guide on how to add intelligence to the processes and increase your business results.
In most organizations, the number of Leads is greater than the number of vendors to approach them. So, have well-defined steps and deadlines is essential to optimize the routine of professionals.
The standards for sales vary according to each company, but when we talk about Inbound Sales, the basic division is made into 4 parts:
Vendors identify customers or companies with problems that fit the solutions offered by your organization. Then they come in contact with these Leads to help them prioritize a problem and qualify them.
If the Lead have fit ideal, the seller begins to explore the problem and think about the best solutions, making this contact into an opportunity. Finally, the professional shall advise you with a compatible supply with the need for this Lead.
At each step, consider two criteria to determine which prioritize Lead:
Under no circumstances start the conversation with the customer stating the benefits of your product.
This is a classic mistake of professionals often eager to close the deal. The first contact is to listen and not talk too much.
When you call the consumer, your goal is to better understand who he is and what their pain.
So listen well and ask about your needs, your routine, your obstacles.
This tactic will help you find the best solutions for it or even not to take the commercial process forward.
Do not trust your memory! Record all the information exchanged with their Lead. They will be important to any stage of sale and can help put together the best speech to get in touch with the consumer.
For this activity, the CRM is the ideal tool because it can gather all the information about the Lead.
When using the system, you have access to the history of all consumers. Moreover, the tool allows for integration with other software, such as those focused on marketing automation . This union creates many insights into the business process.
You must be thinking: nice to have this tool, but CRM is only possible in large organizations and is very expensive.
None of that!
There are complete and more accessible systems such as Pipedrive, which is well suited for all business profiles.
Do you know what else CRM can be useful? To run the next tip!
Nothing better than hearing the customer say the phrase, “that’s even what I need.” With few words, you have the return necessary to proceed with the sale.
And you know when you hear such a claim? The moment to offer a customized solution.
To mount it, you need to gather as much information as possible about the buyer.
Remember when we talked about how CRM would be helpful to you again?
It is then that you should abuse the tool. Registered everything right, it is their right arm to address crucial issues in the dialogue with the Lead.
Using the custom presentation as sales strategy , you prove to the customer how your business can solve their pain, narrow the relationship and generates more confidence.
In sales, we can not leave loose ends and no contact cool. Before you end the call, enter the next step to be performed, which may be an email exchange, a marked meeting … The important thing is to create an opportunity to bond again with Lead.
At this stage, be emphatic, but not arbitrary, not to frighten the consumer. Also be careful not to promise what you can not deliver.
In Inbound Sales is the client who is the company. But that does not mean you are free to engage in it.
As much as the Lead are interested in your product or service, it will not strive to keep in touch. This relationship cultivation the seller.
Thus, take the time on your calendar to follow up. Take the opportunity to add value to your business and show how much the person is important to you.
It can be a quick call, asking if got any questions, or even an email, with any tips and extra content.
Always stay in the memory of your consumer, who is as busy as you.
If there’s one thing that makes impatient seller is the lack of response.
Sometimes you are talking for weeks with a client and he does not decide whether to buy or not.
How to reduce this step?
We speak the text on the structure of the sales process and how it is important to help the seller to save time.
For each phase, there is a hint. Check out:
Inevitably, you will stop your Lead. Thinking about it, make that contact in order to add value and engage consumers.
A great tip is to clearly explain the reason for your call and have a personalized speech.
Here the professional must deepen and better understand what the Lead is in need. The advice for this moment is very studying the client and the segment in which it operates. Talk to him and has strong arguments to all objections .
If, for example, you realize that he’s fit , but do not have cash flow, you can speed up the process and get to no.
If no impediment to the consumer is not identified acquire your solution, it is the role of the seller speed up the sale and show the Lead the urgency of solving that problem and get to yes.
At that stage, issues such as price, need for complementary products and who is the decision maker of the company need to be resolved.
Still, can happen unexpected situations, it is difficult to control all the factors of a sale.
Feel that the consumer wants to go back, use sales closing techniques, to explore and remember the size of the pain that your product or service can solve.
There are several factors to consider at this point, but we can highlight three:
No use trying to sell to who has accessed your channel in one week if the person does not really know your business.
You need to educate her. So, if the client has sufficient maturity and other previously highlighted points that might make them a good fit , close the sale.
Otherwise, resume contact in the future.
Sometimes, the client will need additional tools to get your solution.
You should make this clear, and if it does not have the structure ready, delay the closing of the sale to another occasion.
As much as the Lead has an interest in your solution, maybe he’s just not enough cash flow to close business with your company.
In this case, you can not complete the sale.
Selling is not easy. The customer will come with various arguments for not buying. Learn to deal with rejection and avoid getting the most objections in the decision step.
A tip, when consumers question a lot about something defined in the business process, it is not immediately respond.
Rephrase the question and return to it to reach a conclusion “alone.” Replace the relevant points from previous conversations.
If yet he quit at the end of the sales funnel , thank and see the possibility of returning to talk future.
We can always improve our performance, agree?
So a tip to connect with your Leads is to learn from their mistakes and successes.
Record your calls, listen to them with your sales manager and try to find ways to improve your speech and methods.
There is a cake recipe to improve the connection with Inbound Leads.
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