Today we will break down one of the most important inbound marketing strategies of them all, attracting, converting and closing the customer. There is a famous quote by Alec Baldwin in the movie Glengarry Glen Ross, “ABC, Always be closing!” While closing does lead to sales and is the ultimate goal in business to consumer and business to business marketing plans, inbound marketing takes somewhat of a different approach than the “Always be closing” or, every sales manager’s favorite term the “One Call Close.”
The Inbound sales process is Buyer Centric. Attract your ideal customer with content, listen to what the potential buyer has to say about your content, and leverage the buyer’s thoughts into a sale. Transformation of the sales process in the inbound marketing strategy is essential to getting the customers to become leads and the leads to become sales. You must transform the way accounts are targeted,researched and prospected. There is an extensive amount of resources in an inbound marketing sales system than in a traditional “Always Be Closing” approach. In the inbound marketing process, a sales person will know more about their leads before ever talking to them in person.