Sales Terms

Inbound Sales

Inbound sales is a sales approach that prioritizes individual buyers' demands, challenges, objectives, and interests.

What's Inside

    Inbound Sales: What is it and Why You Need It

    Inbound Sales is a new sales strategy that is becoming more and more popular. Inbound Sales utilizes content marketing to convert prospects into customers, and it's a great way for businesses to increase revenue! In this blog post, we will discuss what the inbound sale is, why you need it, and some of the most successful strategies for an Inbound Sales.

    What is Inbound Sales?

    Inbound sales is a sales approach that prioritizes individual buyers' demands, challenges, objectives, and interests.

    Salespeople guide the customers throughout the entire decision-making process and provide customer-centered solutions to the problems at hand.

    In other words, inbound sales is a strategy that prioritizes prospects' needs and goals with high-quality content that educates them on products or services to make purchasing decisions easier

    5 Inbound Sales Strategies

    As mentioned before, inbound sales focuses on the prospect's need and what they desire out of the product or service being sold.

    This is different from company to company based on industry type as well as individual buyers' interests, so there are many strategies you can use when executing Inbound Sales:

    1) Educational Marketing 

    Implementing topics into your marketing content educating prospective customers about certain things related to your brand such as FAQs, blog posts, and tutorials.

    2) Content Marketing 

    Providing informative, high-quality content to your audience so they feel like they can trust you as a brand before reaching out for sales assistance or purchasing your products/services.

    This is considered the bread and butter of inbound marketing strategy because it's what prospects will come back seeking when evaluating potential suppliers.

    3) Social Media Strategy 

    Creating engaging posts on social media that promote thoughtful engagement from followers while still being educational about industry trends or interesting topics related to the company; this could be through surveys, quizzes, polls, etc.

    4) Email Marketing Strategy

    Sending out emails to an email list that has opted in with updates on new products, recent content published, industry trends, and other things of high relevance to the company.

    5) Search Engine Optimization (SEO) Strategy

    Managing your website's optimization for search engines so it ranks higher than competitors when relevant keywords are searched; this includes ensuring keyword-rich articles or blog posts have a call to action at the end while also including social media sharing buttons.

    Inbound Sales Process

    Following are the stages involved in the inbound sales process:

    1. Identifying

    The first step involved in the process is identifying your ideal customers and understanding their needs and challenges.

    Example: 

    If you are selling gym software then understanding the ideal age of the users, their objectives behind using the software  and what kind of challenges your potential customers face in the fitness industry is important.

    2. Connecting

    Once you have identified your ideal customer and their challenges, create a platform to connect with them. The inbound sales process begins with connecting potential prospects to your content.

    Example: 

    If you are selling gym software creating content around potential problems Gym managers face & writing about solutions to these problems is an excellent way of building rapport and connection.

    3. Exploring

    After connecting with prospects, explore their needs and challenges. This is the point where you can offer your product or service as a solution to their issues.

    Example: 

    If users of the gym software are struggling with keeping track of their workout, it would be appropriate to offer a plan tracking feature.

    4. Advising

    This is the last step in the inbound sales process, where you give advice or ask questions to help determine the prospect's next steps. This step is very important as it helps avoid becoming a pushy salesperson and instead paints yourself as an expert for your industry.

    Example: 

    For a gym software, you might advise the gym owners about your software, how it works like installation and updating the software

      

    5 Benefits of Inbound Sales:

    1) Increases Brand Awareness

    Inbound sales increase brand awareness by allowing prospects to find out about your company on their terms.

    2) Efficient Marketing

    Inbound sales strategy makes sure that your company is only reaching out to qualified prospects that are close to making a purchase.

    This helps decide where to focus your marketing efforts.

    3) Increases Engagement

     Inbound sales engages with customers by giving them questions and advice that they need and want to know, which in turn creates opportunities for repeat business or word-of-mouth referrals.

    4) Creates Loyalty

    The inbound sales strategy helps create loyalty by allowing the customer to have more control over what products or services they receive from you.

    This can help reduce churn and increase the lifetime value of each customer because it will be easier (and better) for them when deciding on their next move as an existing client than if you were another faceless entity among many others vying for interest.

    5) Data-Driven Approach

    Inbound sales give you data-driven insights into customer needs and concerns.

    You get a clearer picture of the problem at hand, then solutions can be developed in order for your company to solve the problems more efficiently.

    Hope this article helped you get an understanding of the entire Inbound process to get you started on your inbound sales journey.