Companies across a wide range of sectors, including technology, financial and professional services in the UK and Europe are facing slowdowns and economic headwinds.
Growth is slowing. Even in China and South East Asia.
In Europe and the UK in particular, growth might improve somewhat once we know the outcome of Brexit, but economists aren’t predicting any serious improvements in the next few years. Consequently, we are operating in a low-growth environment.
In practice, that means every sales lead is valuable and worth pursuing. Although that has always been the case, when growth is slow, you need to benefit from every opportunity and advantage to hit targets. Inbound leads are even more valuable. Now is the time to pay more attention to them.
Why focus on inbound leads?
Inbound sales leads, whether organic or through an advertising campaign, are increasingly valuable. Not only does this show that marketing campaigns are working; these leads have taken steps to find you.
Before search engines and social networks, small and medium businesses had a limited ways of options to reach potential customers. And potential customers had very few ways to find suppliers they might want to work with. Now you can find potential customers more easily, and more to the point, they can find you.
So an inbound lead means someone, probably a decision maker or budget holder, has searched for solutions to a particular problem. Your company represents a potential solution. Whether through social content, blogs and articles, press releases, or advertising, your company is on the radar of this potential buyer.
Now is your chance to act.
Why speed is everything with inbound leads?
According to a HBR study, inbound leads that were called within 60 minutes of an inbound enquiry were “seven times likelier to have meaningful conversations with decision makers than those who waited even 60 minutes.”
In far too many cases, marketing and sales aren’t aligned, causing unnecessary and costly pipeline problems. So inbound leads come through the marketing funnel into an Excel or a part of the CRM, but no one thinks to inform one of the sales lead that a potential prospect has entered a crucial stage of the pipeline.
Put yourself in the buyer’s mindset. You need a problem solving, a job doing. You search for solutions. One or two companies look interesting, have a few decent reviews and appear credible. If you don’t have the time to call them, you give them the next best thing: an email address, either via contact forms, or through a lead magnet form.
After indicating you want are considering buying from one of the companies, who do you move forward with: the one that calls you back quickly, or the one that doesn’t?
A prompt response generates positive results.
Why use screen sharing?
Assuming you’re selling a product or service that requires a demo – a way of showing a potential customer how it works while asking and answering questions – screen sharing is a rapid response advantage. Especially if you can jump on an instant online demo.
Instead of waiting for a 1-on-1 meeting or call, you can demo the product straight away. Saving you and the potential client time. You get to qualify the lead and either enter them into the sales funnel, or not. The potential client isn’t waiting for a call or face-to-face meeting, giving them the chance to ask the questions they’ve got about your product/service.
An instant online demo at the earliest convenience is a good way to show your effectiveness and responsiveness as a company.
One too, such as CrankWheel, provides inside sales and telesales teams with zero hassle screen sharing software. With CrankWheel, you can showcase a product/service and qualify a lead on any browser without your prospect needing to download software, even on their mobile. You won’t encounter any of the downsides of other instant demo apps; only the upsides of quicker conversions and consultative calls with sales prospects.
Guest article kindly provided by Jói Sigurdsson, Founder & CEO of CrankWheel, a zero hassle screen sharing service, tailor-made for inside sales and telesales teams, with over 40,000 salespeople using CrankWheel around the world.