What do you think marketing is?
When you promote your products and services to your target audience using the desired means is called marketing. Traditional marketing methods made use of print media, trade shows, etc. for marketing the company’s products. That was termed outbound marketing, when you approach the mass.
Even most of the digital marketing today is a form of outbound marketing. You make use of social media, Google Ads, SEO, etc. to target multiple users at once.
But amidst all this, there is another form, known as Inbound Marketing. While outbound focused on multiple people at once, inbound marketing is done one on one. That is, companies focus on an individual buyer to market their services. And this has become a very common method today to increase the sales.
Inbound sales
Inbound sales is a process where companies or salespersons focus on each individual at a time. They market their products based on that individual’s needs, wants and desires. This is how lead system also work. You get leads and work on converting them based on inbound sales only.
Now how can you carry this out?
Steps in Inbound Sales Strategy
Every step in a buyer’s life and journey is controlled and then the product is targeted to them. So in this, a salesperson or a company has to go through multiple steps.
A. Identify
Who are your potential clients? Identify them and work on converting them into your leads. When you are able to identify them, start contacting them to know the insights of their life. This is necessary if you want to structure your approach for that particular buyer.
For this, you can reach out by cold calling, calling people who had previously taken your services, filled out any form on your website and so on. This way you will be able to identify your prospective clients.
B. Connect
Once you have collected the desired information about your target customer, you start contacting them. You can give them a call or send a personalized email to them. In this step, you will convey the pros about your product and services in such a way so as to increase their interest.
C. Explore
Till yet, customers now know about your company and your offerings. They will now visit your website or other sources to know more about what you have to offer to them. This is the consideration stage when they will start exploring. So here, help them out by tackling their challenges and concerns. Explain to them how your products will help them in their journey ahead.
D. Advice
At last your customer has come to the decision stage. After getting aware and exploring your services, he is now ready to decide whether he wants to go ahead or not. So help them out in knowing how your product will exactly solve their troubles. Demonstrate your product and advice them in favor of your services.
It is the time you convert your potential clients to the paying clients.