Why would any business exist without sales?
Be it outbound or inbound, it’s Sales that brings magic to any business.
Inbound sales is a double-edged sword- It brings in folks who are finding you. That is people who’re already interested.
These people experience pain, hear about your solution and then contact you after which you together explore if there’s a fit between your solution and the pain they have.
But there are a lot of people who are a good fit for your solution but haven’t heard about your you, so you need to go out find them and explore whether their pain is severe enough for you to be a fit.
That is outbound sales.
Both these approaches are magical but come with their own problems.
Businesses hooking on to outbound sales find it difficult to manage the incoming leads, whereas those relying on inbound sales face the basic spam problem which leaves a negative impression of your company and second is wasting arrows on companies that aren’t a right fit.
But to beautifully scale and thrive, all you need to do is, build right systems. Maybe add more sales reps and automate a few processes
Here are a few techniques to excel in both, inbound and outbound sales:
4 secrets to succeed at inbound sales:
1. Track your lead’s journey
What would sound better?
Hi, please tell me who are and how do you came to know about us
Hi sir, you just visited our website. Please let me know, how can I help.
Keeping track of all your leads, from the time they enter into your system helps in having a better-personalized conversation. Makes your prospect feel considerate from the very first step, which makes it highly likely for him to convert.
Along with this, it’ll help you spend your money and energy in the right direction.
Delay in responding to queries is the biggest reason for loss of sales and its integrations which give you the ability to connect and fetch data from several tools and platforms. It can help you turn early-stage leads into delighted customers.
For instance, with TeleCRM’s Facebook integration, one can hook all the FB leads directly to CRM, receive lead alerts and instantly connect with each lead through one-click WhatsApp/ SMS/ Email.
Similarly, all the leads coming through WhatsApp can be captured into the CRM.
The sales and support teams can now refer to it, all from one location.
3. Conversion needs simplicity:
Simplicity is everything.
The simple things get successful results.
Be it the processes or the system. A good process accounts for a good customer experience while a simple system allows the prospects to understand better, and make the most out of the system. A complex system on the other hand would lead to users running away from using your product.
Aware of the hassle excel sheets bring while carrying out all your calling activities?
Imagine doing the same, that is dialling numbers, calling, setting reminders for follow-ups and noting feedback from one single system.
How easy it would become for the users, who would then always prefer that system over anything else. And hence, would always stick with your business.
4. Take one step at a time:
When it comes to inbound sales, it’s better to take one step at a time. For instance, when a visitor comes to your website, get their contact detail, and then when you email them the valuable content, you can ask them for becoming your newsletter member.
Capture all those leads, and then start sending out relevant messages.
Entice them, provide valuable information and then close the deals.
Now, having been aware of the secrets of inbound, let’s have a sneak peek into the magical world of outbound sales.
4 secrets to succeed in outbound sales:
1. Call the relevant leads before they cool down:
The faster you’re able to respond to your leads, the more likely you can convert them into customers. Businesses that respond to leads in five minutes or less are 100x more likely to convert opportunities.
But this can only be made possible with the right system in place. With the right CRM, the sales team can instantly connect with all the incoming leads, be it from the Website, Facebook, or any other platform, making it highly likely for the prospect to remember you and easily convert.
2. Stay in touch with the leads:
80% of the customers require 5 follow-up calls after the first one. So it becomes highly crucial to keep following up with your customers.
And since following up with each customer can become a hassle, it becomes of utmost necessity to use a tool that can remind you every time you schedule a follow-up.
Connecting with leads at the right time builds trust and a good brand perception.
3. Build an Outreach Plan (using your CRM database)
Figure out an outreach plan according to the needs of your customers. Segregate all the all leads based on their present status, for instance:
- Untouched leads
- Touched leads
- Cooling leads, then formulate different ways of targeting these leads. For say what content strategy is required to reheat the cooling leads (leads that were interested at a point of time, but have not been converted yet.).
TeleCRM offers these inbuilt filters, which makes this dirty task a piece of cake.
4. Segment and tailor personalized emails/WhatsApp messages/SMS.
Every company is sending hundreds of promotional messages to its competitors, which people don’t even bother to open. However, statistics show that personalized messages/emails have a much higher open rate when compared to normal messages/emails.
To avoid the hassle, one can use the already built-in template messages. Personalizing not just the name but any number of fields as required.
So in the end, things that need to be got right are focusing on the right companies and building the correct systems.
Because no matter whether it’s outbound or inbound both these techniques can seem to be daunting if done without automation and a proper system.