Today's buyers have the whole internet at their disposal. That means that much of the decision-making process of a modern client can happen without you ever being aware of them: maybe they'll show up as a page hit in your analytics. In any case, to market effectively to these inbound sales clients, you need to understand their journey toward a purchasing decision. The HubSpot Inbound Sales Methodology is a framework to help your clients the way they want to be helped, every step of the way.
Related Blog: Why Passing the Inbound Sales Certification is the Best Thing You Can Do in Less Than 4 Hours
To use it, you need to understand that your clients travel through three distinct points in their decision-making process:
Awareness
In this stage, the client is aware that they have a need, and beginning the process of gathering data about solutions. They may use a number of tools to explore their options, such as web searches and third-party review sites.
Consideration
Here, the client is compiling information in earnest, and analyzing it against their own needs. This process is often focused on eliminating options.
Decision
At this stage, your client is ready to make a purchase.
The HubSpot Inbound Sales Methodology has you meet and assist your clients during their journey by focusing on four stages of sales implementation:
Identification. Here, you discover who your prospective clients are. Options for identifying potential leads include monitoring your analytics, and keeping an eye on chatter in social media.
Connection
Connecting with leads when they're in the awareness stage allows you to provide information they're looking for in order to make a decision. It also proves your availability and commitment to customer service!
Exploration
In the exploration phase, help the client consider by exploring personalized solutions to their pain points. Don't deliver a canned pitch – examine how your product could work, or not work, to meet their needs.
Advisement
When your client is at the decision point, it's your job to deliver the best advice you can. Offer personalized summaries, suggests ways you can help them achieve their goals, and provide a roadmap of how your service can serve them.
Modern buyers are capable of moving themselves through the entire sales pipeline on their own, but often appreciate guidance along the way. The HubSpot Inbound Sales Methodology is a way to offer that guidance, increasing lead conversion for you and keeping your leads from feeling quite so alone.
