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What Are Inbound Sales? Strategies Benefits And More



Sales are the Saviour for any business. It is the prime indicator of how your business, product, your strategy is performing.


The way sales and marketing are done is changed a lot in recent years. Now Consumers have gained a lot of power and options in buying. Now they have more access to information than ever. Accordingly, we are seeing the rise of several new marketing techniques which are practiced today.


One such new method which is getting popular is Inbound sales. It’s no longer a good to have but a must-have functionality in sales.


What are inbound sales?


The process in which you attract your audience through your content and then convert them to a buying customer.


Earlier businesses were using outbound methods to increase their sales and revenue. The problem with this method was it was like forcing the customers most of the time. This method was seeming to be too pushy for customers at times too.


All thanks to the internet which has helped businesses to create content and then create an ecosystem around it on the web.


Today Economy is of creators. The more you deliver the more you get in return. This makes it important for us to understand the principles and advantages of inbound sales.


Some mind-boggling facts about inbound sales.

· 62% of B2B customers respond to salespeople who connect by sharing content that is relevant to the buyer. (source)

· Inbound leads cost 61% less on average than outbound sales. (source)

· 80% of decision-makers prefer to get company information in a series of articles versus an advertisement. (source)

· Inbound marketers double the average site conversion rate, from 6% to 12% total. (source)

· 75% of B2B buyers use social media to make buying decisions. (source)

· According to mashable Inbound marketing costs 62% less per lead than traditional outbound marketing.

· According to invesp, 82% of marketers who have a blog enjoy positive inbound marketing ROI for their efforts.


Stages in inbound sales.


The buyer journey inbound sales can be divided into 4 steps.

Identify


This is a stage where you have minimum or no understanding of your potential buyers. You have to tap into the traffic by starting to post. It may be a blog, social media post, or whatever.

The more you work on this, the better would be your understanding of your ideal customers. Remember, perfect content doesn’t exist. Start posting.


Connect


Building a relationship with your audience is the best way to gain their trust. You will build relationships with more customized and relatable content.


This can be a direct personalized message also focusing on the buyer's pain points. Customers don’t buy the product they buy the solution to their problem. Hence more your message is relevant to them better the result would be.


Explore


Once you fully understand your customer now is the time you book a call to discuss. This stage will come when the customer has signed up for a call or webinar event.


Here your solution is interesting to the customer. He wants to explore if your product meets his expectation.


Conversion


In this stage, you need to convince your customer that you can solve their problem. The best elements to add in communications are your user testimonials. If you have an honest positive product review half of your problems are solved.


When you have a high-ticket product always focus on customized presentation. Let the presentation be based on your user needs.


Inbound marketing vs content marketing


Inbound is often confused with content marketing. Both revolve around creating helpful and relevant content. However, they are not the same.


Content marketing focuses only on creating valuable and shareable content. And thus, increasing the presence on the web.


On the other hand, inbound marketing focuses on nurturing the audience through CTAs like newsletters, checklists, discovery calls, etc.


Hence content marketing is a part of inbound marketing.


Seven tips to ace up your inbound sales strategy

Be clear on your buyer persona



This is the foundation of creating any sales strategy. You have to know who are your potential buyers. Better the understanding you have of this better your result will be.


The best way to develop a buyer persona is by communicating with your existing customers. Understanding their pain points and triggers to buy your product will give you a lot of insights.

Remember the buyer persona should include psychographic information too.


Create a flawless buyer’s journey


A frictionless buyer’s journey will be buyer focused rather than seller-focused. Today customers don’t want to get sold, they want to buy.


With each step of your buyer’s journey, you should be able to develop trust with the customers. The more you focus on the value, lesser it feels forceful for the customer.


Build a lucrative and attractive offer.


You must have an established value ladder in creating offers. Today your competitors are just one click away from you. To beat the competition, your offer should be value driven.


Price will not be a major concern always but focus on creating bonuses. The bonus can be tutorials, checklists, sample templates, DFY funnels, and many more.


Build your email list.


Whether it is organic or paid marketing, emails in terms of ROI beats all of them. It is the cheapest way to convey a customized and personalized message to your customers.


Owning the email is like owning the real data because none of your marketing channels will allow you to create a personalized message like emails.

It’s easy and professional at a time.


Create user-friendly content.


Social shares are one of the key factors to promote the post organically, Be it through any social media or search engines. You or your content team should always come up with shareable content.


This will allow you to multiply your reach and minimize effort at the same time. A robust inbound strategy will include creating educative and valuable content.


Do A/B testing.




There is no holy grail in marketing. What worked for others may not always work for you. So, it is always recommended to analyze your result and make changes accordingly.


It’s recommended that you have a marketing automation platform that allows you to analyze the data and insights.


Doing A/B testing will allow you to create more effective campaigns.

Contextual connections


It’s important to know that not all connections are our ideal customers. Some are our competitors or people who are just learning. Some might be just in the discovery phase of the product.


Hence Always develop a framework to connect with the audience in the right context. The message must reach the right audience at the right time also.


Conclusion


The principle of inbound sales is to address the customer's problem first. The way you do it is by creating content around their problem, and explaining how you will be able to help them.


When it comes to inbound the result can be slightly delayed. The result sometimes may not be the one desired if the content planning was not proper. But consistency is required for a relatively long period.


Once executed properly the result will be long-lasting and gives you a solid authority in the web space.

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