These calls are often high-quality leads. The person calling you is already thinking about a solution. They are trying to solve a problem. They see your company as a possible answer. So, you should listen more than you talk.
The Inbound Sales Call Process
While every call is a bit different, there is a simple process. It shop helps you get good results. First, you need to identify the caller. You need to know why they are calling. The second step is to connect with them. You should build a good relationship. The third step is to explore their needs. You ask questions to find out more. The last step is to advise them. You tell them how you can help.
This is a good way to have a helpful conversation. You are not just trying to sell something. You are trying to help them. This, of course, builds trust.
Exploring the Customer's Needs
This is the most important part of the call. You need to ask good questions. You should ask open-ended questions. These are questions that cannot be answered with "yes" or "no." For example, you can ask "What problem are you trying to solve?" Or you can ask "What are your goals for this year?"
You are acting like a consultant. You are trying to understand their business. You want to know their challenges. You want to know their budget. You want to know who else is involved in the decision. This information helps you a lot.
How to Advise the Customer
After you understand their needs, you can give a solution. You can tell them how your product or service helps them. You can show them how you can solve their problem. You should not just talk about features. You should talk about benefits. A feature is what a product does. A benefit is how it helps them. For example, a feature is "our software saves reports." A benefit is "our software saves you five hours a week." This, consequently, is much more powerful.
You should also be honest. If your product is not a good fit, say so. This honesty builds trust for the future.
The Key to a Good Inbound Call
A good inbound sales call is a conversation. You should spend more time listening than talking. The customer has a problem. You have a chance to help them. You should be a good listener. You should show that you care.
You also need to be prepared. Before you answer the phone, know a little about your customer. The computer can often show you what pages they visited. This helps you know what they are interested in.
The Difference from a Cold Call
An inbound call is very different from a cold call. A cold call is a big surprise. The person on the other end is not expecting it. An inbound call is expected. The person wants to talk to you. Because of this, the conversion rate is much higher. Inbound calls are a golden chance. You just have to know how to handle them.