How to Handle Inbound Sales Leads Successfully
Businesses often rely on referrals from their existing customers, networking, and word of mouth.
However, there are some essential differences concerning handling “warm” sales leads, also known as referrals, compared with “cold” sales leads from the internet, cold calls or other lead generation efforts.
- Trust you more
- Ask fewer questions about your qualifications, experience, expertise, achievements, prices, and questions about your services
- Rely less on public information about your company found on the internet
- Convert better, and more often than not, will sign up for your services
- Are less likely to shop around and request multiple quotes from other service providers
- Do not trust your expertise or have any track record with your company
- Ask more questions about your qualifications, experience, expertise, achievements, and experience, and are heavily focussed on your prices
- Rely heavily on information about your company, such as reviews on the internet
- Are less likely to convert, and are less likely to make a purchase
- Are more likely to request multiple quotes from different service providers
Inbound sales leads, AKA warm leads, come in hot. The immediate actions of your customer support or business representatives determine whether you will close the deal or not. If you’re not catching as many inbound sales leads as possible from the Internet, you are likely losing a large volume of clients to your competitors. Inbound leads are the most promising sales leads for your business. They are past the conviction stage, actively require your product or service, and are eager to make a purchase.
A lead ought to be acted upon immediately and closed. Most inbound leads believe that you have the right solution to their problem, while others are still at the shopping stage, and require further information. Regardless, they all have one thing in common; an interest in your products and/or services.
Top Inbound Sales Techniques for Successful Conversion
Every sales team is unique and works according to their respective company policies. Traditional sales techniques for inbound leads demanded that you attack the prospective customer with your products and services, since they have already shown their interest. We have a 5-point approach that will help you generate more conversions, and establish long-term relationships with inbound leads.
Know Who You Are Selling to
Before initiating communication with the lead, know who you are dealing with. A buyer can be an individual or a company. The sales representative should not confuse a buyer persona, and an ideal buyer profile. Sales reps should focus on buyer personas within their ideal buyer profile.
A buyer profile represents the industry of the individual company you wish to work with. The persona, on the other hand, is the specific individual in the company you are targeting. The general market is therefore represented by the profile, while persona represents your target personnel. Sales representatives with an understanding of these two sales terminologies, are more focused on qualified leads. They are likely to obtain more conversions.
Blend in With the Buyer’s Process
Successful inbound sales leads are entirely focused on the buyer. Take time to understand the buyers buying process. Allow the buyer to direct you on what they want, when, and how they want it. A traditional sales process focuses on what the seller offers, and how they do it. They are thus, likely to deliver the wrong product in the wrong lead times through the seller centred approach.
Before establishing a sales process, sales reps must flow with the buyer’s journey, the process between warm sales to when the leads convert. The right buyer-seller communication and leads professionalism results in an excellent sales process that accommodates buyers’ timelines, thus resulting in on-time quality deliveries.
Inbound Sales Leaders’ Advice
Dynamic technology and live chat conversations are replacing the old-school face-to-face interactions, which many companies have become accustomed to. Sales representatives entrust technology to manage leads. Successful inbound lead conversions call for sales reps to learn in detail, about the company’s offer, and break down the purchasing process, which might appear to be complicated for a new lead.
Sales people who offer quality counsel to clients, revolve around three things; asking, teaching, and guiding. They ask prospects questions to confirm whether the services requested are appropriate. Teaching prospective clients new and better tactics, which they can use to streamline their workflow, is imperative. Finally, they offer guidance, showcasing how the company’s products and services will resolve the customer’s current issues, with minimal downside.
Connect with Your Leads
An opportunity to connect is an opportunity to make a sale. Salespeople connect with inbound leads based on their purchasing stage. If they are still trying to determine whether your company can help, you can send them materials, an eBook or a company prospectus, which will help them relate their problems to your possible solutions.
A prospect at the decision stage would probably benefit from a free consultation, where you visit their company, offer them an appointment to visit you to communicate their needs, while simultaneously ensuring that your solution is relevant to requirements, and their particular situation. Connections create value and trust.
Don’t Pitch Yet
Prospects decide whether you are a perfect fit, based on the connection’s natural progression. To successfully convert an inbound lead into a sale, use the buyer’s approach, as an opportunity to ask, teach or guide. Understand the buyer’s problem, and what they intend to achieve by solving it, how they plan to do it, and their respective timelines. By the time you establish a sales pitch, let it directly communicate why the customer sought out you in the first place.
Inbound leads are not a sale guarantee, but are the easiest to convert to sales, once the proper conversion techniques are used. Salespersons must be very informed of the company’s policies and practices. They are the first point of contact that each new potential customer is likely to make.