Inbound sales is the process of selling the way people buy and research online. It is focusing on their needs, wants, goals, and ambitions.
The way of cold calling is long gone now with Inbound Sales. You no longer have to search to find the perfect customer like a needle in a haystack. Connecting inbound marketing to your sales process has eliminated that step. Now potential customers come straight to you.
Instead of focusing on your selling strategy, you can focus on the buyer and their needs, wants, goals, and ambitions
As a salesperson from years past, you had to work really hard to find one lead that was qualified. You had to buy a list, cold call or email the list, and hopefully get a handful of possibly interested leads. In the home builder and remodeling industry, another way you attracted leads was by having open houses or home showcases or attending trade shows. You can still attract leads this way, however, you still don’t know much about these leads. They come in and get to look around at your work, but are they really in the market?
Now, with the help of Inbound Marketing, you can have your website bring prospects or leads in and you gain a lot of knowledge about them by knowing your buyer’s persona and their journey to becoming a customer.
A Buyer’s persona is a semi-fictional character that represents your ideal customer based on research of your existing customers. It includes demographics, behaviors, goals and ambitions.
Having your persona’s identified gives you extreme benefits in knowing how to communicate and move each persona along the buyer’s journey.
The buyer’s journey is the journey each lead takes to become a lead. Let’s start at the very beginning of the buyer’s journey and work it down to a customer.
Each lead may not start at the very beginning stage. They are sometimes they have already done a lot of research before they found you as the solution to their problem. However, we must identify each stage to be able to recognize where they are in the journey.
They have a problem they are trying to solve — much like when you are sick and you go to Google to try to figure out what is causing you pain with the symptoms you are experiencing. It’s the same as when someone is fed-up with their small kitchen, for example. They are ready for a better working space, or more room to entertain. So they begin researching how they can solve their problem of a small kitchen. They will possibly google “Kitchen remodel ideas”.
Now, they have found some information on what could solve their pain of having too small of a kitchen and would like to remodel their kitchen. They have read a few blogs and have decided to download a guide about kitchens on your website.
They have successfully filled out the form on your website and you now have their information.
Now you have their information and know that they are interested in kitchen remodel. You can reach out to them to see if they need help, have any questions, or just ask if they enjoyed the guide.
The lead probably isn’t exactly ready yet to start remodeling right away. They are probably still deciding if they have the budget and timeline to do such a remodel.
Once they have decided they have the financial capabilities and know when they would like to start renovating, they will then start to narrow down the list of possible remodelers they would like to complete the project. They will get different drawings and quotes from a few different remodelers and see which matches their style and budget the best.
Sales enablement is setting salespeople up for success. It gives them the tools and the resources to effectively engage with potential clients and moving them through the buyer’s journey.
Sales acceleration is to increase the velocity of the sales process using software applications and services to be more effective.
Just like when you build or remodel a home, you have to have the proper tools to be efficient.
Here is a list of great tools to help your sales acceleration:
Probably the most important tool to have in your sales toolbox is a Customer Relationship Management (CRM) platform. In a CRM, you can manage your pipeline of leads and track where they are in the buyer’s journey. Another great way to use a CRM is to analyze your customers. You can find who is your best customer and how you can find more of those with your buyer persona.
Here is a list of great CRMs to choose from:
There is software you can use to set automated tasks to remind you to follow-up with leads. There is even software that can automatically send emails if you haven’t heard back from a client. That’s what’s so great about automation. You can set it and forget it.
THere are a few ways you can automate tasks and some tools that can help you do so!
A great way to lose a lead is to never follow-up with them. It’s easy to forget unless you have a great system in place. One great way to make sure you never forget to follow-up is to create templates of emails you can send to those who you haven’t heard from a while. Better yet, have a system to automatically send an email to follow-up with this person.
Boomerang— a great tool to help you with productivity in your inbox. This app allows you to email your leads at the perfect time and send unreplied emails to the top of your inbox. This app can be used on Outlook, Gmail, or Android.
HubSpot Sales Templates — When using HubSpot as your CRM, you can use your best performing and most repetitive emails into templates that you can personalize and customize for each email sent. It can be used in Outlook or Gmail.
Instead of going back and forth via email about when you can meet, set-up a meeting link that you can add to any email. It will show when you are available, and they can choose a time that best works for them.
Boomerang — also has the capability to share your available times right from your calendar right in an email.
HubSpot Meetings — Not only can you add a link to book a meeting to your email, this tool will also notify you about meeting booked and with whom. Add the link to your signature and anyone that would like to meet with you can pick a time.
Adding video to your sales repertoire can greatly help build a relationship with your leads. It allows your leads to get to know you and your knowledge about your industry. You can use it to update, teach, or just check-in.
Here are a few tools you can use to send videos:
Zoom — allows you to create a video, conference call, and screen share.
BombBomb — integrates video right into your email. You can simply shoot and send. Great touch for your email.
Soapbox — allows you to video and screen share all from a Google Chrome extension.
Integrating a chat system on to your website is a great tool to help those visitors who just want to ask one question versus having to go looking around your website to find the answer. It’s a great tool for sales can use to get visitors involved and start a conversation.
Streamline your documents in a document management software. This software will accelerate your process exceptionally. It not only allows you to have document templates that can be customized as needed. It also allows you to track opens, add comments and notes, and sign digitally.
Using data to your advantage can help you gain more sales. Every sales team has a quota they must meet. A great way to make sure the quota can be met is to reverse engineer to the very source of each client. Start with last year’s list of clients. Examine how many of those leads came in from certain sources. Now, take that source and see how you can increase the percentage of leads. Now you have a Key Performance Indicator (KPI). Now you can measure and drive more sales from your best performing source.