Understanding the pain points of your customer is a crucial component of sales. How can you discover this if your company does online inside sales? One of the best ways to do this is by analyzing customer behavior.
If a client becomes a lead, i.e. they share their information with you, it is likely they have a pain
that your product solves. As such, the next step should be to narrow down that pain. One way to do this is to have an email list. Simply, you send new leads a variety of promotional emails every week. If the client does not open or engage with any of them, you can remove them from your email list and assume they are no longer interested. If they are selective and only open a couple of emails, start sending them more related to that facet of your business. This can validate the services/products relative to those emails solve the pain your client is facing. If they engage more with this curated content, start approaching them directly. With inside sales, this could be via zoom or a phone call. This is the “surface pain” step of the Sandler Submarine.
Using emails to analyze customers automatically is something called a drip campaign. Many tools like MailChimp, Constant Contact, and MailerLite allow you to do this for your email list. What is the benefit? Well, a drip campaign automatically does prospecting for you. You no longer need to do those awkward “cold calls.” Instead, your drip campaign will do that work for you. This, in turn, allows you to use the time you would have been prospecting towards closing sales.
The best way to feed contacts into a drip campaign is with a landing page and interest form. Here, you can collect information about your leads. It can be difficult, though, to get prospective clients to fill out this form. To incentivize them, it can be good to provide a webinar or ebook in exchange for their information.
testacr22
Hi Liam, I appreciated your sales funnel diagram. It clearly outlined the sales process, which is something that’s very beneficial to me as a visual learner. I also liked how you explained drip campaigns. I had never heard of a drip campaign before, but you better believe that I’ll be trying it out. Cold calls are *awkward*.