4 steps to support your prospects in their purchasing process

[tonmoypramanik]

Inbound Marketing to turn your website into a customer generating machine
Let's be honest: the change in buyer behavior and expectations can be unsettling for many. However, it is an exceptional opportunity to review your sales prospecting methods and attract the buyer to you rather than chasing them . How? By applying the Inbound Marketing methodology.

Inbound Marketing consists of applying a series of techniques and using a range of tools to personalize your sales process by supporting your prospect in each phase of their purchasing process : from identifying a need, through comparing possible solutions, to decision-making.

SLN Web - Inbound marketing agency - our method in 4 steps

4 steps to support your prospect in their purchasing decision
To meet expectations and adapt to the behavior of the modern B2B buyer , the seller must no longer sell but support.

The goal here is to prioritize prospects who are active in their purchasing process to panama email list allocate the time saved to personalizing your sales prospecting actions. The idea is to personalize all your communications (emails or telephone) by taking into account the profile of your interlocutor to build a relationship of trust with the buyer.

The Internet and social networks have changed buyer behavior and requirements. Either you adapt by contextualizing your approach, or you increase your efforts tenfold for uncertain results. To do this, we apply the Inbound Marketing methodology to commercial prospecting: we are talking about Inbound Sales.

Let’s now look at the Inbound Sales methodology in 4 steps:

How to prospect well with the Internet and social networks - Inbound Sales


1. Identify the typical profile of your ideal client
The first step of the Inbound Sales methodology is identification (Identify): it consists of identifying in detail the typical profile of your ideal client.

The idea here is to prioritize prospects who are active in the buying process before addressing passive buyers. Time is a rare and precious commodity for the salesperson, so this approach allows for better use of resources.

Focus on active buyers, i.e. those who have recently visited your website, filled out a form or frequently check your emails – in short, all prospects who have shown a high level of interaction with your business.

To learn how to identify active buyers, we have designed a Lead Management Matrix that we use for ourselves and our clients .



2. Get in touch with your prospects
After identifying the most active prospects in their purchasing process, it's time to contact them. This is the Connect phase of the Inbound Sales process.

With the information gathered upstream, you must personalize your approach by adapting the message to the needs expressed, to the sector of activity of your prospect and, more generally, by exploiting all the contextual elements at your disposal .

To achieve this, in addition to the information collected, you must measure the maturity of your prospect and determine their position in the sales process: are they at the stage of becoming aware of a need? Are they looking to identify and compare the solutions available to them? Do they already have a more or less precise idea of ​​their final decision?

As you might expect, you don't discuss the same topics with a prospect who is close to buying as you do with a prospect who is at the beginning of their purchasing considerations .

If after this first exchange you feel that your prospect is not yet mature enough, you have the possibility of feeding his purchasing consideration to allow him to gain maturity more quickly. This is a good way to shorten your sales cycle .


3. Explore your leads’ needs
Salespeople who benefit from the implementation of an Inbound Marketing strategy approach their customers by exploring their needs and objectives. Rather than acting as a salesperson, they take on the role of advisor and validate with their prospects whether their solutions are the most relevant to meet their needs.

By adopting this posture, you enter into quality conversations with your potential customers. The salesperson no longer talks about himself to explain what he does, your lead already knows it, but he addresses what the two companies can accomplish together.

During this exploration phase, you must do everything possible to obtain the information you need to validate that your solution is the optimal solution to meet your prospect's expectations . You talk about their objectives, the problems they encounter, their budget or their deadline.



4. Advise your prospects
With the Consulting phase comes the time for the commercial presentation!

By prioritizing active leads from the Inbound Marketing methodology , you are opting for an advisor approach. This approach is characterized by explaining how your products and services can help your leads overcome their problems and meet their needs.

Based on all the conversations and exchanges you have had with your prospect, build a sales presentation adapted to your interlocutor and their context.

Your personalized presentation should connect your client's goals and challenges to your offering and indicate how and why you are best placed to support them.

The sales methodology linked to Inbound Marketing covers each stage of the customer journey, from attracting qualified visitors to your website to converting them into customers.