Step 1: Identify your current lead capture process
The first step is to take a look at your current process and see what works and what doesn’t.
Ask yourself the following questions:
- How do I attract new leads?
- What is my sales organization?
- How many people make up my sales team?
- What is my sales pitch ?
- What are my main channels?
- What is my conversion rate?
- How much time/money does it cost me to generate each lead?
This will allow you to identify the pros and cons and find gambling database challenging opportunities to implement or reorganize your inbound sales strategies .
Step 2: Define your buyer persona(s)
To build a solid inbound sales process, you’ll also need to understand your buying process and target market. That’s what the second step is about.
To do this, you’ll need to create one or more buyer personas. A buyer persona is a semi-professional representation of your ideal customer, based on market research and real data about your current customers.
Creating a buyer persona will help you understand your target audience’s key needs and challenges.
You’ll be able to create content that answers their questions, email resource meets their needs, and provides the solutions they’re looking for.
If you want to go further, we’ve written an article on how to create a buyer persona.
Step 3: Identify the main stages of the sales funnel
Once you’ve completed the first two steps, it’s time to identify the different stages of your sales funnel.
The sales funnel is basically the journey your leads take before becoming your final customers.
Whether B2B or B2C, there are four main stages in a typical sales funnel:
- Awareness: At this stage, your leads are not yet familiar with your brand/product/service. They don’t know they have a problem or that there’s a solution;
- Consideration : Now, they’re starting to realize european union phone number they may have a problem and are looking for solutions. They may be comparing different options and products;
- Decision : They have decided to purchase a product or service to solve their problem. They are trying to find the best possible deal;
- Action: Finally, they have made the purchase and become your customer
Of course, this is a very simplistic view of the sales funnel stages . In reality, it’s often more complex than that.
But this will give you a good framework to start with.
Once you identify your buyer personas’ sales funnel, you’ll know exactly which stages to apply inbound sales techniques to!
For example, if your leads tend to fail at the consideration stage of the funnel, you might want to create landing pages, forms, and other resources that can help them compare different offers and choose the most interesting one: yours!
Step 4: Implement an inbound sales strategy
If you’ve done well with the first steps of the process, you’ll be able to implement your sales strategy with ease!
Depending on your results from the previous three steps, build a solid inbound you will be able to identify different actions to take.
However, here are some of the most common inbound sales techniques that should help you get started:
- Generate relevant and targeted content : It is about providing answers to your person’s needs;
- Use SEO strategies : Ensuring that your content appears in the top search results is essential if you want to generate relevant traffic;
- Get involved in social media : Social media can be a great way to connect with potential leads and increase brand awareness.
Once you’ve listed your actions, you’ll need to report back to your sales and marketing teams to explain what to do, when to do it, and how to do it.
Step 5: Measure and Change
The final step in this process is to track your results, gather feedback from your teams and customers, and iterate on your sales strategy.
This will help you understand what works well and what doesn’t, so you can adapt your strategy accordingly.
