In a remote care monitoring sales strategy, typical marketing usually includes disturbing your target leads by pitching your service or product to them via email and sales calls. This strategy is called “Outbound Sales.” Since decision makers are often bombarded with sales pitches, they are now much more likely to research and learn more about products and services on their own before they speak with a sales rep.
According to Adweek, 81% of customers perform online research prior to buying.
When buyers have the ability to discover your website, and obtain accessibility to details they need, they are one step closer to reaching out to you. This is all part of a process called “Inbound Sales.” Inbound Sales entails making use of personalized content to get the attention of your prospective clients throughout your sales process.
Technology leader Hubspot, outlines the sales process in the following stages:
- Prospect— Carrying out research online to determine brand-new leads
- Research— Finding out more regarding possible clients and also their companies
- Connect— Contacting possible consumers
- Advise— Making a customized demo or presentation of your service
- Close— Negotiating, providing a proposal or quote, and making a sale
Here are some ways to boost your remote monitoring and family care management sales procedures:
Identify your ideal leads
It’s hard to make a sale if you don’t know who you are selling to. To enhance your sales process, you should first find out more about your potential customers. The profiles of their individual needs and personalities are called Buyer Personas. You could detail buyer identities by asking questions using online surveys or in-person meetings. Discover their needs, obstacles, preferences, etc. You should also identify where they currently land in the Inbound Sales cycle. A research study by CEB International found that the ordinary B2B buyer is already 57% through the sales process before connecting with a sales rep.
Create and provide pertinent content
Offering relevant and informative content will make it easier for prospective clients to locate you online. It also develops your remote monitoring and family care management business as an authority in your sector and wins the trust of your potential customers. In the earlier phases of the sales process, you could offer basic informational content with blogs and infographics. Be sure to use top keywords in your page URLs, titles, photo names, and captions. This will enhance your search engine position and boost your visibility online. In the final phases of the sales process, long-form content like whitepapers, e-books, and webinars are a great way to turn leads into buyers.
Enhance your landing pages
The landing page is where site visitors are directed after clicking on your Call-to-ACtion (CTA). It can be used to capture your visitor’s information for further lead nurturing. In return for giving you their information, you could give them a premium offer, like a coupon, special access, webinar enrollment, or a free trial. Make sure the forms on your landing pages are brief and readable. In many cases, just asking for their name and email addresses is enough. In addition to these landing pages, the CTA that brings them there should be easy and engaging. It should also create a sense of urgency, like saying “Start now,” or “Learn more today!”
Train and retrain
A study by Get App found that 92% of salespeople believe that sales trainings have actually upped their selling capabilities. To boost your sales process, you should constantly educate and also re-train your sales team. Make sure they are aware of new solutions and advancements. Enroll them in workshops and training where they can learn the latest trends. The better your sales team is educated, the more leads and clients you will attract. Be sure to not attend conflicting sales trainings. We recommend Hubspot’s complimentary online training called Inbound Sales Training.
Keep your data current
The type of information offered throughout the sales process can make or break a sale. You have to guarantee that your salespeople have the most up-to-date information when pitching your product or services in the final phase of the sales cycle. This includes knowing the features, benefits, and pricing of everything you offer. Be sure to update these details as much as possible. Giving the best information will speed up your sales process.
Connect your sales process to the Buyer’s Journey
The Buyer’s Journey has three phases: Awareness, Consideration, and the Decision phase. Connecting your sales process to the buyer’s journey will make your job a lot easier and cause even more sales. Be on the lookout for signs that your lead is ready to move to the next phase in the journey. For instance, a lead who fills out a form on your landing page is ready for the Consideration phase. If a person wants a meeting or demonstration, this prospect is probably in the decision phase.
Use appropriate technology
There are countless gadgets, applications, devices, and software programs that could make the sales process much less agonizing and more effective. Make use of a range of these devices to get the work done, or, better yet, find an all-in-one tool like the Hubspot CRM for the most up-to-date software for marketing, sales, and customer success all in one spot.
Final takeaway for creating a remote care monitoring sales strategy
Crafting an efficient remote care monitoring sales strategy is probably your area of expertise as a knowledgeable salesperson. However, the remote monitoring and family care management sales globe is continually developing to match the needs of your potential customers. For that reason, it’s essential to match your actions with those of your leads when going through the sales process.
We’ve assisted numerous sales pros like you develop efficient, customer-centered sales strategies through Inbound. Don’t hesitate to book your totally free strategy session to help you assess your assets and gain helpful insight into how to boost your sales process.