Tim Rooney

You may have heard that the way of selling has changed, but what is this new method? How are your competitors enacting the new way of selling? And of course, does it work?

This new way of selling is inbound sales, and now that you know what it’s called, let’s delve into what it means.

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What You Need to Know about Inbound Sales

There are two primary elements of inbound sales. The first of these is to allow the buyer to approach you, and the second is to create a personalized buying experience for each client.

There is a common misconception that with the increase in online connectivity, there is a decrease in calling. However, interested potential clients tend to prefer calling businesses after they have done their research. Because of this, it is essential to maintain constant access to your work phone, and allocate time spans in your day to answer messages and connect with potential clients.

Instead of spreading a wide net in potential clients by cold calling or sending information to a wide population via mail, this new way of selling means that your clients contact you. Of course, they don’t just appear on the other end of the line ready to buy, but that is where marketing comes in.

Be Buyer-Focused

Another essential element for this new way of selling is to focus first on what the buyer wants and needs from this experience. Instead of leading with your sales pitch, ask questions and connect with the client. Allow them to tell you what their goals are for this exchange and the kind of help that they are looking for.

With the information that the client gives you, you are then able to provide a personalized sales experience from the first time that you are explaining what you can offer them. Given that in many industries, it is a buyer’s market out there, delivering an individualized experience to your clients may be the aspect of the process that differentiates you from the competition. Simply put, let the client tell you what they need before you make any broad assumptions about what you can offer them.

The Role of Strategic Marketing

A common question is, “If inbound sales means the clients come to you, how do you make that happen?” Strategic marketing is the solution in this case.

As a solution to the rapidly decreasing efficacy of cold calls and mass mailing lists, many companies are creating carefully planned marketing campaigns. Your potential clients have access to a wealth of knowledge about the available buying options, and therefore it makes sense for your business to accumulate an aggregate database of information about your potential clients.

It is important to connect your sales and marketing teams in creating this plan. Not only will these two teams be integral to creating a strategic plan, but you should also consider outside consultation options and pay special attention to previous customer feedback. Sales enablement tools are an excellent and cost effective way to streamline the information available to you.

Once you have an idea of who your typical clients are and how to reach them, you can just sit back and wait for the phone to ring. Before you know it, you won’t have a minute to spare.

A CEO’s Guide to the Future of Selling

Tim Rooney

Tim is a Sales Optimizer at Rooney Earl and has been helping businesses accelerate their growth and build sustainable sales processes for the past 10 years. As a high impact sales coach and consultant, Tim has worked as the CEO of several high profile companies in Canada, Brazil, and South Africa. His CEO background means that he rapidly reads the big picture of his clients' situation and quickly makes the right recommendations for success. Tim represents the highly acclaimed Sandler Sales System that helps his clients form lasting, productive relationships with their customers. In addition to his training and coaching, Tim is a sought-after speaker and facilitator on a variety of topics that include “How to Run a Successful Change Management Program” and “Leadership & Team Motivation for the 21st Century.”
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