In the identification phase , we seek to turn a stranger into a lead. The seller tries to identify the exact moment to intervene based on the buyer journey, so monitoring plays an essential role.
The objective of the research is to be able to personalize the message and the offer based on the user’s profile and align the marketing and sales departments.
To establish contact with the user, the seller will promote the two-way conversation in a way that is not intrusive.
The connection phase coincides with the qualification process of a lead, that is, the lead will go from being a lead to a qualified lead.
For it to be successful, it is necessary to reach prospects with a personalized message based on their characteristics or needs. It is essential to know the people with whom we are going to communicate and determine the means by which they want to be contacted (email, telephone, social networks, etc.). Right now, most leads are still in the discovery phase, so content should be focused on educating, not direct selling.
Lead nurturing
Third comes the exploration phase , where the qualified lead will become a sales opportunity.
Through intelligent and casual conversation, the salesperson obtains information from the prospect and the prospect feels listened to and directed towards the decision to buy.
To guide this conversation, we must focus on the potential client’s challenges and introduce the product or service as a solution to them. The budget should be mention last and in it we will include all the costs, both financial and time and personnel.
And finally, we will reach the orientation phase , in which the opportunity becomes a client. Here, the seller’s role is focus on advising.
To play a good role, it is essential that we actively listen to Ecuador Email List the prospect and propose solutions that can really solve their challenges. A good way to improve the quality of communication is to start meetings with a summary of the information that has been previously share.
As we saw before, it is necessary to personalize the contents, in this case structuring the presentation according to the particular needs of each client. To finalize the process, the budget is closed and the contract is sign.
Advantages of the inbound sales methodology
Adopting the inbound sales philosophy can mean a very profound change in companies, but the results are worth it. And it is that inbound can provide many advantages over the traditional methodology:
- Thanks to the buyer journey, we can identify the best time to approach a prospect, which increases the success rate. In addition, this approach occurs in a non-intrusive way.
- The inbound is based on monitoring and obtaining results TR Numbers reports, so we have more information on the entire sales process. We also have tools that can detect the efficiency of each action.
- In inbound sales, the message and the offer are personaliz according to the profile of each client. Again, this increases the conversion rate.
- Inbound sales aligns the marketing and sales departments, making them join efforts in a coordinat manner.
- In this methodology we prioritize quality over quantity, which leads us to a more effective use of available resources.
