Address a prospect’s needs by giving them tailored resources to make their decision easier. Pricing, testimonials, spec sheets, videos, demos, and white papers are the perfect sales collateral to have on hand, but personalize each one whenever possible. Can you add their name to an intro page on a white paper? Can you set your prospect up to speak with a current customer who faced a similar issue? How about inviting them to a webinar where they can ask your sales engineer questions live? The inbound sales lead who received my personalized video became a customer because they felt seen and heard.
Be honest: Making a sale is just the first step in (hopefully) a long america phone number list relationship, so do what you can to build trust early on. Transparency is important; avoid generalizations and overselling your offering’s features. Authenticity goes a long way.
Be available and consistent. The worst thing you can do is ignore a prospect. If you don’t have the time or the information they need, ask someone else to step in. Better yet, respond and refer them to that person. Sales is a team sport.
Increase close rates with (smarter) inbound sales
Inbound sales make sense for everyone in your organization. By nurturing a prequalified lead, you can close deals quickly and create champions for you and your product. Understanding your customers, providing the right materials and information at the right time, and creating real relationships can deliver big benefits in the long run.