So many inbound leads, so few inbound sales people. What's an inbound buyer to do?
What's the secret to creating, approaching and nurturing your inbound leads into customer evangelists? How should salespeople nurture and follow up with leads the inbound way?
Check out this presentation from #inbound15 if you are looking to convert more inbound leads into customer evangelists with some of the simple secrets of inbound engagement. Discover what questions to ask to go from download to customer evangelist with an easy to remember buyer focused process
9. 1. Never about you. Help people buy right.
2. Be transparent. Look for the no.
3. Take baby steps to speed up the process.
4. Prospects are people, opportunities are
conversations.
Key mindsets = the rules.
@icarolemahoney
10. INBOUND15
The Buyer Engagement Matrix
TOFU Do they have a problem I can fix?
Do they know it?
Do they want it fixed?
MOFU Can they tell me to fix it?
Can they pay me?
BOFU Do they believe that I understand their world?
Do they believe I have the expertise to help?
Do they want my help?
@icarolemahoney
11. INBOUND15
What are the elements a great salesperson?
Supportive
Beliefs
Doesn’t
Need
Approval
Controls
Emotions
Supportive
Buy Cycle
Comfortable
Discussing
Money
Handles
Rejection
@icarolemahoney
Source: Objective Management Group
Icons by The Noun Project
14. INBOUND15
TOFU Checklist
Do they have a problem I
can fix?
Do they know it?
Do they want it fixed?
Buyer
Is this a problem?
What if I don’t fix it?
Can I fix it myself?
Who can help me decide?
@icarolemahoney
18. INBOUND15
Content Download ● Did it download ok?
● How did you find it?
● Your idea, or someone
else’s request?
● Any ah-ha moments?
● Why did you select XYZ
on the form?
@icarolemahoney
19. INBOUND15
Webinars ● Why did you sign up?
● What were you hoping for?
● Did you have an aha
moment?
● What was your #1 takeaway?
● Did you get the promised
follow-up?
@icarolemahoney
20. INBOUND15
Conferences ● Is this your first time here?
● What are you famous for?
● What other shows have you
been to?
● Are you here for leads or
solutions?
● Who are you looking to meet?
@icarolemahoney
22. INBOUND15
TOFU Questions
● How did we get together? How did you find me?
● How did you get in this business? What are your
responsibilities? How is that measured?
● What do you struggle with?
● Was this totally your idea?
● What are you hearing in meetings from decision makers?
@icarolemahoney
23. INBOUND15
MOFU
Create Interest and Desire for a Solution
“The trusted advisor status is achieved by few, but
aspired to by many...” ~Chris Skinner
@icarolemahoney
24. INBOUND15
MOFU Checklist
Can they tell me to fix it?
Can they pay me?
Buyer
Do I need to fix it now?
How have others fixed it?
Who can fix it?
Can I afford to have it fixed?
@icarolemahoney
26. INBOUND15
Disqualification ● Do they value your time?
● Do you have their attention?
● Are they using you to keep a
vendor honest?
● Do they buy on price or value?
● Do they have a referral
mindset?
@icarolemahoney
In?
Out?
29. INBOUND15
MOFU Questions
● Where is this in your priorities?
● Does that ever work for you?
● Has it always been that way?
● Am I the first person you have told about this?
● What happens if you do nothing?
● How will you decide if we should work together?
@icarolemahoney
31. INBOUND15
BOFU Checklist
Do they believe that I
understand their world?
Do they believe I have the
expertise to help them?
Do they want my help?
Buyer
Do they understand what I
want, need and can do?
Are they trustworthy and
credible?
Whose help do I want?
@icarolemahoney
33. INBOUND15
The salesperson...
● Did I do everything?
● Can I handle their objections?
● This is what it all comes down
to.
● I’d think it over if I were them…
● They’re never going to buy…
● If I don’t get this sale, I can’t pay
the bills.
● I can’t upset them by asking
that.
@icarolemahoney
34. INBOUND15
The buyer... ● Uh-oh, how much is this
going to cost? Can I get a
better price?
● Now they are going to try to
trick me…
● I’m not sure… what if?
● Past experience.
@icarolemahoney
37. INBOUND15
BOFU Questions
● Does everybody agree?
● I'm not the one. Am I? Are we done here?
● Is that everything? What did we miss?
● Where do we start? What would that look like?
● Do you believe I understand the problem and can help?
● Do you want my help?
@icarolemahoney