This is where CRM and marketing automation come into play. When you track your prospects' activity , you can tailor the conversation to their interests and proactively give them the information they need to make a purchase. When leads do something with content, it leads to a digital profile: an overview of all forms of interaction with what you have online. Examples include web pages viewed, interaction with the content itself, and personal information they left behind. You absolutely need such a digital profile to know how your caller reached the current point in your customer journey.
Inbound sales conversations: what am I going to say? Because your prospect has actively responded to your inbound marketing, you should have already collected a wealth of information. So whatever problem they have, you have the solution. But how do you handle this? Create an incoming call handbook Israel phone number list containing the most frequently asked questions. more quickly. You can add to the handbook as you go along. It's also worth considering creating a generic call script for incoming calls. Include questions that help you determine how serious your prospect's interest is and whether your company can really do something for this prospect. What prompted you to look for a solution to problem.
Do you have a budget in mind? Is there anything stopping you from making a decision? Make sure you know your product inside out. When you can provide your lead with accurate product information, you are assured of his attention. Every salesperson should be able to confidently provide information about your products without hesitation or generalizations. Consider in advance what objections you can expect and how you can remove them. Show your empathic side ("I understand how you feel"), clarify the problem, come up with a solution and ask for agreement ("Do you also think this could be a good solution?") During the first conversation, ask your lead for his or her email address and put it in the CRM system for your follow-up. This way you ensure that your lead does not forget you. Listen carefully.