BET430 Lecture Notes - Lecture 11: Inbound Marketing, Bant, Sales Process Engineering
16 Dec 2018
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Three ways to find prospects: direct response to outbound marketing efforts which includes cold calls, emails, trade shows, etc, email analytics based on lead scoring from outbound efforts, inbound inquiries from seo, social media, and publicity. Customers first responding to outbound, analytics or inbound marketing efforts are most likely in the tell me more phase and not the ready to buy phase. Inappropriate pressure to buy will usually end the call. Inbound prospects are usually extremely well prepared: likely, inbound prospects have bant. Do not apologize for taking the prospect"s time. Learn how to pronounce the prospect"s name correctly beforehand and use it in the call. Get permission to proceed at key points. Key is to get their attention and interest in continuing the conversation. Great opportunity to do some initial needs and opportunity analysis. Use multiple questions such as the bant method (needs, timeframe, authority, budget)
