Sales can be very hard and discouraging due to the lack of leads and time committed to prospecting. One of the great things about doing inbound marketing, is having leads that just converted through your website. So let's say you have some leads, and now maybe you are unsure what to say once you get them on the phone. There are a few things that I like to lead with, when it comes to calling on an inbound lead.
1. Make it very clear on who you are and where you are calling from. For example when a prospect picks up the phone most people lead with “Hi this is David from Hubspot, how are you ….?" This type of approach ends up being awkward and the person knows immediately it is a sales call. What I find successful is “Hi this is David……….(2 seconds) from Hubspot.” This makes it sound like you are an old friend and gets their attention right off the bat.
2. Never ask “How are you doing” I know this may sounds very rude but this is what makes an inbound call different. You don’t have to lead with how are you doing you can lead with, "I saw you download (fill in the blank)." The power of this is that this gets them talking about what they downloaded and why they did. When you find out the why then you can find a positioning statement to help their need.
3. Not all inbound leads are going to be a slam-dunk, for the ones that are not be helpful and give them more resources. Even if someone is not interesting in buying your product, there is always something that you can help them out with. When you offer to help someone and you have no stake in their business, this show that you care and they will remember that. By doing this when they have their next issue they will remember you and be more likely to buy.
These 3 tips for connecting with an inbound lead are not life changing or radically new, but it is helpful to add some methods to your toolkit when you think of what to say the next time someone answers the phone. Make sure to nurture your leads and qualify for a fit between your services and their needs, and try to book time to run an exploratory call if there is alignment. Now get out there to do some inbound prospecting and connect with your inbound leads!
