The difference between inbound sales and forward sales is the origination of that lead. In an inbound sales call, a prospect refers to someone within your company who has expressed an interest in your products or services. Forward sales start when that same prospect again comes to your company to inquire about your product or service. Both processes are essentially the same, but the way they are performed is very different. This is why I love to teach my team at Advertising Mentor University how to create inbound and forward sales calls. We are using the system led in the Attraction Marketing system by Adrian Morrison – Ecom Success Academy.
Why do I say that inbound sales leads are superior to forward leads? An inbound call represents a fresh lead on a list – a database of prospects in plain English. When you sell something to a person on the phone – you are selling to that person again. Forward sales represent a sale that took place via the telephone – typically over the phone. The difference is that when you sell via the phone, you are dealing to two different people with two different wants and needs – one of them interested in the product and the other not.
So what can we learn from the Attraction Marketing system to help us create inbound sales leads that convert into sales? The system suggests that all of us possess certain characteristics that potential buyers look for in potential buyers. These characteristics can be used during the buying process to help create an inbound call that really sells.
First, if you are using an inbound call to sell to a prospective customer, it is imperative that you offer a solution. What does that mean? It means that you need to have a strong answer to the prospect’s problem or concern. You also need to have a solution – in the form of a free gift or an offer to complete the deal.
Second, the same rule applies to outbound calls. A good outbound call should offer a solution to the problem or concern of the prospect. You want to make the sale more personal. The goal is to create a relationship. An effective sales professional will be able to do this regardless of whether they are dealing with inbound or outbound contacts.
Finally, when it comes to inbound calls and outbound calls, you want to be clear, concise and accurate. Do not waste time with long sales pitches. Spend the time needed to listen to the prospect carefully. Give the prospect of clear, concise answers to their questions. This will help you not only make a great first impression, but will also set up a relationship that can be built upon. The best sales professionals know how to not only close the deal, but to do so based on what the client wants and needs.
If you are going to use cold calling outbound leads or using the telephone to contact potential prospects, the best way to do so is to be clear, concise and accurate. It is imperative that your caller understands what they are being told by you. In this way – they can focus their attention on what it is you have to offer them. Because it is you who is calling them – they will automatically understand that it is for them, not you.
Cold calling or outbound selling is a great way to generate qualified leads for your business. However, it is important that you understand how the process works and make sure that your approach to the process meets the needs of your prospects. When doing so – you will soon see a significant increase in your leads and revenues. Good luck with your inbound sales efforts!