8 ways to get inbound leads
Because of the emergence of subscription business, the traditional sales approach is getting outdated. Buyers have more choice and freedom to choose better solutions that can solve their problems. Because of social media marketing, customers are aware of the product or they might have done a lot of research about you on the internet when you reach out to them. It is a must and should for the new-age companies to have a clear ‘inbound sales strategy’ in place to attract the customers. The world is changing and Gartner’s study says that more than 82% of the B2B buyers are aware of the solutions they are going purchase during the awareness stage itself. Still, many companies go by the traditional approach of cold calling, prospecting, and trying to convert the leads to demos and paid customers. There is a clear difference between the ‘sales approach’ of a traditional salesperson and an ‘ Inbound salesperson’. Today, let us look at the difference between both.
Inbound sales is a sales methodology that prioritizes the needs, challenges, goals and interests of individual buyers. Instead of focusing on closing the sale as soon as possible, inbound salespeople work to meet consumers where they are and then guide — not push — them through the decision-making proces.
- The traditional salesperson is ‘ Seller Centric’ whereas the ‘Inbound salesperson’ is ‘buyer-centric’. The traditional salesperson always tries to identify the leads, prospect the lead, conduct demos and close the deal ( sales funnel approach) whereas Inbound salesperson starts with the challenges of the customer and his approach is more consultative in nature. He tries to engage with the customer and handhold the customer to achieve the goals of the customer. ( This is Growth approach ).
- Traditional salesperson starts with a cold call and tries to jump for a demo in the first conversation whereas an inbound salesperson conducts a lot of research on the prospect and understands the context in detail. When an Inbound salesperson talks to the customer he is already aware of the problem of the customer and he is not going to ask the customer about the challenges they are facing. Especially in a SaaS environment, an inbound salesperson is aware of what the customer is searching for or how many days the customer tried the free trial and his activities on the platform.
- An Inbound Salesperson ensures that customers are attracted to the product with content marketing and constantly engaging with the customer in various possible channels.
- The key point of Inbound sales is using social media. The following are the few ways how you can attract potential customers. These activities not only identify the active buyers but also give you more authority and position yourself as a thought leader.
- You answer the specific questions on Quora and start engaging with the customer.
- On social media, you understand which blogs customers are reading and start engaging with them on LinkedIn.
- Based on the key search words related to your industry ( or to your solution) start writing the blogs and involve the customers.
- The traditional salesperson uses the same slides and presentations to all. The presentation starts with Company details and feature details whereas an inbound salesperson starts with the challenges the customer is facing and the value proposition of the solution.
Being a salesperson/entrepreneur what are your thoughts on this approach? How do you see the future of sales? Do you feel we all need to adapt to the changes in the digital era? Looking forward to your thoughts and comments.
Published By Sateesh Hegde
Originally published at https://www.linkedin.com.