You know, to increase sales you must first analyze and rethink the way you sell. In this article we will tell you how to apply a sales strategy based on the inbound methodology.
“Inbound sales” is an approach to sales that is better adapted to the needs of Tajarat properties, their preferences and their consumption habits.
It is precisely a methodology that changes focus when interacting with prospects, since they no longer depend directly on the sales representative to make a purchase decision.
Well, this is how you can create an inbound strategy that allows you to increase sales:
- Inbound sales methodology
- Create a sales process around the user’s journey!
There is no point in investing efforts in sales processes that do not put the user at the center of the strategy.
The inbound methodology can be adopted and applied by sales representatives of companies of any size. To do this, you must have a deep knowledge of each buyer persona, in order to structure each of the following phases:
The 4 phases of an inbound sales strategy
This phase is key to positioning yourself as an authority on a certain issue and identifying active buyers, those who are really looking for a solution to a problem, or who at least want to know if they have a problem to get down to work on solving it.
Likewise, at this stage passive users are identified, those who are not willing to buy now but who may do so in the future.
In the words of Mark Roberge, senior lecturer in the Business Management Unit at Harvard Business School, “the experience you want to offer at this stage is for the user to have that feeling of being able to name a problem that they didn’t know they had . ”
This, without a doubt, is better than making a cold call or pitching to someone who doesn’t even think they need your product or service.
“You should focus on providing an experience that helps prospects progress and advance a user journey they have already started”.
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In addition to attracting strangers through blogpost, publications and interactions on social networks, promotion of certain educational content or SEO tactics, in inbound sales the user is offered consultancies or sessions that allow them to have a diagnosis of their current situation , of its pains and of the opportunities that it can take advantage of.
Rather than stick the product or service through the prospect’s eyes, it’s about having a genuine interest in helping them meet their challenges.
Here the sales representative or sales team becomes a kind of mediator.
If the prospect shows interest and takes actions that indicate it within the buyer journey, they can become a qualified lead.
To keep it simple, as Professor Roberge mentions, in this phase you are the expert.
And the experts don’t waste your time, or at least they know how to spend it better. This means that it is equally or more important to identify the unqualified leads as the qualified ones.
Since what is sought is to confirm whether or not the lead fits with the product or service being offered, the job here is precisely to explore the objectives and challenges of the lead to determine if it can be turned into an opportunity.
“Only 13% of consumers believe that a sales representative can understand their needs” Josiane Feigon, recognized in the Top 30 of the best sellers in the world by Forbes.
This is the phase that every sales rep wants to get to thinking that it is highly likely to turn the opportunity into a sale.
Here, basically a salesperson with an inbound approach advises and argues to the prospect why the solution they offer is the one that best suits their needs and the one that would help them achieve their objectives.
This is done through a personalized presentation that takes into account the learnings and findings of the previous stages.
Undoubtedly, a different treatment to that given by a traditional salesperson, who normally uses generic presentations for all leads.
What would you advise a qualified lead who became a sales opportunity to become a customer?
And what does it mean to be a counselor?
Being able to ask uncomfortable questions to arrive at substantive analyzes that lead to possible answers.
Putting one’s own knowledge and that of the company at the service of the lead, which is nothing more than becoming an expert who shares what he knows with a genuine interest in being useful.
Guide those with a real interest to make the best business decisions.
Closing a sale, then, would be a natural consequence of guiding the right person through their user journey to find the best solution to their problems.
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How to make your website a sales engine in 2021?
We are sure that websites were, at least, among the three best sellers of the year in this 2020. If you are thinking of improving your strategy for next year it is worth starting to think about a page that is a real engine sales in 2021. We propose a method that will make updating your website not only easier, but much more effective: Growth Driven Design.
The big seller of the year was the website
Let’s start by apologizing. We are not saying that the sales departments did not do a good job this year. Nor are we saying that machines have won the revolution and now websites are going to displace vendors.
We are just saying that, with all the changes that occurred in the year, the vast majority of people began to use digital media to buy more than ever.
As it is not highly recommended to go out and find what we need, we turn to the internet to get it and there we not only find it, but we can buy it. This makes websites key sales pieces.
Let’s say you want a new cell phone to give you for Christmas. At this moment it would be almost ridiculous to go looking for it in a physical store, see the models and ask which one is better. It is safer, as well as comfortable and easy, to search the cell phone that you already have a replacement.
After a short search you will have a lot of information. But, what if the same page offers you a discount on the cell phone you liked the most? That would be a page that got a sale.
There is another clarification: we are not on the apocalyptic bus, nor are we going to say that traditional sales are dead. What we do want to say is that this trend to buy online is not going to decrease in the coming year.
In fact,it is almost safe to say that it will grow. That is why it is important to be one step ahead and optimize the website so that it is an asset of your sales strategy.
It is about thinking the consumer
This may sound strange, but improving your website to sell more and better will help your end consumer. Why? Because it will save you time, it will make everything more agile, it will be there to help you.
A website can do more and more things. But the main use people make of it is to search for relevant information. If your website has four pages dedicated to telling the story of your company, and you don’t have any that tell the consumer how it will help them with your after-sales services, then you don’t exactly have a sales website.
Orienting the website towards the consumer instead of towards the company , is the first step of a strategy that will not only bring you more sales, but in the long term will increase the loyalty of your consumers and give you visibility.
But do I need a new website?
Not necessarily. Your website may have everything it takes to be a sales engine. If that’s the case, you may need to improve your sales strategy or your marketing strategy. Or maybe it sounds good to develop a strategy that unifies departments and helps them work better to achieve goals.
What if I want a new website?
If you want a new website we have good news. You can forget about the previous website creation processes. Now there is a method that is not only faster, but also much more effective and smart.
It is called Growth Driven Design and it is a methodology that achieves more growth in less time. How? Through a method that is divided into three steps: Strategy, Launch Pad and continuous improvement.
The strategy will be what takes you the most time and it is about focusing very carefully on what your consumer wants and needs. Then comes the Launch Pad phase, in which you will launch a better website than the one you have now, but that will not be the end.
With this website in blue world city islamabad you can start to see the behavior of your consumer. The information you get from your Launch Pad will help you improve it until you have a website that is a sales engine.
You want to know more? Do not hesitate to contact us and we will advise you.