Pitch Your Solution to Their Problems

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Quickly Qualify or Disqualify Inbound Leads - BANT
This is where seamless integration with your marketing platforms and data enrichment tools serves as a competitive advantage.

You’ll be able to spot leads that have completed actions like requesting a quote or starting a free trial of your product. These micro commitments indicate that their need is urgent and there’s a pressing problem to be solved.

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Speaking of purchase motivations: If inbound leads reach out to you, it’s because there’s either a pain they want to solve or a goal they want to reach. It’s your job to understand that and tailor your pitch to them.

As author Aaron Ross writes in his book Predictable Revenue: “Customers don't care at all whether you close the deal or not. They care about improving their business. It’s easy to forget this in the heat of a sales cycle.”

Make the first move by getting your lead on the phone, sending latvia telegram data an email, or an in-app live chat message. Your goal is to find out whether they’re a good fit and what they’re looking for.

Sales coach Josh Braun puts this into practice and shares what that initial contact with an inbound lead looks like. His pitch reportedly eliminates 8 out of 10 leads… but those left have a nearly 100% close rate:

“Hi James,

Nice meeting you, albeit virtually. I know you have your pick of sales trainers, so thanks for considering me.

So I don't do you a disservice and waste your time, here are a few reasons why I might not be a fit for your SKO:

I don't sign NDAs or MSAs. I use a one-page agreement. I’m $X for a 60 minute talk. $Y for a half day, and $Z for a full day. Payment is required upfront. Oh and I need M&Ms.