Inbound Sales - is an extension of an Inbound Marketing strategy but slightly differs in approach. This next-gen sales strategy is all about knowing your customer and turning them into sales leads. Sounds similar to Inbound marketing? Read on to know the differences...
So, what exactly is Inbound Sales?
While Inbound Marketing targets a community of potential customers, inbound sales is the process of focusing on individual buyers. It is a tactical approach that aligns better with a buyer’s behavior, preferences and necessities. Mostly inbound sales target the bottom of the funnel customers to see if they can be turned around profitably. Let’s say it is THE actual conversion of a potential to an actual buyer.
Inbound Sales follows a similar methodology to Inbound Marketing – Identifying potential buyers, connection, exploration and finally advise on generated leads.
So, how do you strategize Inbound Sales into your business? Let me give you 5 simple points to adopt to push you into the right direction -
- When you say sales, it cannot be a mass approach, especially if you are going by the Inbound Sales way. Define for your business ‘who’ do you want to sell to – individuals or companies or both (which means unique strategies need to be drawn for both). Identifying potential buyers out of a sea of customers is crucial – One has to check profiles of ‘ideal buyers’ and focus on actual buyers rather than their fictional representative.
- Since Inbound Sales is buyer-focused, develop a sales journey for your buyer before the actual sales pitch. By which I mean, create an interest for them to become your customers right from the time of initial connection.
- Be an advisor to potential buyers – asking insightful questions to help buyers critically think about their prospect, teaching them tactics or tricks to implement on their own, guiding them towards proper use of your products to maximize effect with minimum risk or saving money. Well, when a person is able to convince with a calm advisory authority, it is very difficult to not become a buyer
- Connect on context - Connections are small wins, once there is an open dialogue between you and the buyer, it uncovers or rather gives you enough ammunition to convert that lead into a buyer.
- Patience - Waiting out for your buyer’s interest to pique to a level where it automatically converts to sales is way better than pouncing on them with pitches when they just begin to show interest. This builds a confidence in the buyers on your credibility and thereby will earn you loyal and long staying customers.
How is Inbound Sales different from Inbound Marketing?
Now, it might sound very similar to Inbound Marketing – one must know that Inbound Sales can either precede or succeed an Inbound Marketing strategy. While one concentrates in filling up the sales leads for a business, Inbound Sales hasten the process of conversion. Therefore, we can probably say they belong to two different sides of the same coin.
Analyze the situation of your business and adopt a strategy accordingly. If you are looking for immediate results, then Inbound Sales is your game but Inbound Marketing has more longevity in retention. Both strategies aim at bringing a set of trusty, loyal and long staying customers to your table, it is up to you to take them on a sales journey that is satiating to both you and your valued customers.
Let me know if this has helped you in any way to boost up your sales via a smart marketing / sales tool.