The world of marketing and sales has changed dramatically in the last few years and is still changing. Now, consumers have a lot more buying power, more control over the cycle of buying, and have much more information access than ever before.
However, this means that businesses need to adapt, too. Trying to make a sale for customers who are disinterested will no longer be effective.
This brings us to the inbound sales!
In this article, we will discuss what inbound sales are, how they are helpful to businesses, and more! So, if this is of interest to you, read on for more!
What Are Inbound Sales?
Many sales tactics involve salespeople or businesses contacting clients and trying to sell a service or product to them. However, clients will come to you all on their own.
Meanwhile, salespeople and businesses will use advertising and marketing strategies to appeal to the needs of their clients. This is so clients and potential customers will find value in their services or products.
Then, when enough interest is created, the lead will reach out and will be able to connect with salespeople.
The salespeople will then personalize a sales strategy to find out about the client’s needs even further and will be able to determine whether or not the product or service the company is selling is a good fit.
This is a sales technique that permits clients a reason to invest in the service or product before they are contacted by someone representing the company.
It is advantageous for salespeople, too, because they are able to guide their clients, rather than push them, which will result in more sales.
Inbound Sales: A Step-By-Step Method
Here is a step-by-step method to further explain inbound sales.
Step 1: Identify
First, you will need to identify your target audience. You will be able to do this through social media, referrals, and website forms. Here, you will be able to give potential customers an idea of the services and products you provide.
When you know where most of your target audience gathers, for example, TikTok, Twitter, etc, you should focus your marketing efforts there.
After this, you need to make sure workflows are set up so you know as soon as a potential client expresses any interest in your product or service.
When a line of communication is established, these potential customers become leads, and you will be able to help these leads in a personal way.
Step 2: Connect
There will be numerous reasons why leads will be interested in your service or product. So, it is your responsibility to get connected with them and understand what challenges they face.
You can compare them to other people in similar or the same positions to understand their pain points, or you can research them.
For example, you could find out that they are struggling with their workload. Maybe, they need a solution because they are underperforming, or are feeling anxious and stressed at the workplace.
By learning as much information as possible about your lead’s goals and challenges, you will be able to guide them to a service or product that will work well for them.
Step 3: Explore
Now, just because you have gained an understanding of the challenges your lead faces, does not necessarily mean that the solution is your product or service. You should help them explore what options are available to them (provided by the business.)
Without doing this, there is a risk that you will sell a service or predict that it is not right for that specific lead, which means you risk an unsatisfied customer. This is the opposite of what you want!
At this stage, it is also advisable that you do not promise something you later will not be able to deliver on. Even if it means you will not get a sale if the service or product is not right for the client, then there is not much else you will be able to do.
However, if your service or product is right for them, then you can continue with the sale!
Step 4: Advice
Now that you know your service or product is a good fit for your lead, you will be able to provide this information in order to make the deal and bring the sale to a close.
You will really begin to see a payoff here, as opposed to cold calling!
What Is The Difference Between Inbound And Outbound Sales?
Inbound and outbound sales are connected to one another, and brands should use both of them to convert leads into customers.
To put it simply, the difference between inbound and outbound sales is the person who starts the communication process.
With inbound sales, potential clients come to you, and you can personalize your sales tactics in order to ensure your service or product can help them, and then bring the sale to a close.
However, outbound sales are far more aggressive and involve cold calling, cold email, and other outreach tactics that the average person does not appreciate.
However, outbound sales are important, and both of these sales tactics have to be used by a business to boost engagement.
While inbound sales are useful because you build a good rapport with clients which will help you sell your product, outbound sales are essential because they permit companies to sell to big names in the business.
With outbound sales, companies will be able to target profitable customers and sell to more industries. Outbound and inbound sales are two sides of the same coin.
Inbound sales is when a business focuses on its advertising and marketing to make sure its services and products appeal to its target audience.
This means that their potential clients will contact them and then they can personalize the sales process to attend to the clients’ needs and goals.
Once they have established their product is the right fit for the client, they can bring the sale to a close. Inbound sales focus on building a good rapport with the client and a good reputation for the business as one that customers can trust.