如何完成有关及时触发事件的更多入站销售交易

我不仅依赖入站线索。我不只是为了解决这个问题而努力。我想保证对话。转换。一笔销售。在HubSpot的三年半销售后，我学会了寻找触发事件以完成更多交易。

Many sales reps work a lead with a set methodology. Although they analyze the quality of the lead, they rarely research beyond the inbound intelligence trickling into their CRM.

您需要成为一名研究人员。想想是什么使某人成为买家。什么事情会让他们想购买我想卖的东西？您是否确定您的产品或服务是否及时且与潜在客户相关？它会帮助领导实现未来的目标吗？

考虑到这一点，我想分享我的策略，以确保我的最初联系不会充耳不闻，并希望这对您的销售过程也很有价值。

使用触发事件与潜在客户的直接需求保持一致。

触发事件是当前，及时的相关活动，类似于销售代表的欢迎垫。由于我使用销售和营销软件，因此这些触发事件示例很容易成为潜在客户：bob电竞官方下载

A prominent business journal features the new director for a leading investing group.
Will this new employee need my product to stand out at the company?

A company blog post outlines a relaunch of their marketing initiatives.
Oh, I can help them with their analysis and metrics!

新闻bob官网官方网站稿重点介绍了本地初创公司的新投资资金。
让我帮助您在增加销售的同时明智地花钱！

A LinkedIn post asks for resumes from sales reps.
啊，你在扩展吗？我有可以无缝地bob电竞官方下载帮助此过程的软件 - 现在！

了解您的公司出售的内容并弄清楚如何帮助这些潜在客bob全站app户之一，使得更容易及时出售相关的交易。这些触发事件示例中的每一个都用于更改，解决方案...我的产品。

为您的利基触发事件的一个简单策略。

While the examples I used above were centered around my target buyer context, I believe the overall strategy -- which isn't quite as simple as doing a few Google searches -- can apply to anyone in sales. Here are my five steps for success.

1) Think: What are you selling?

一个山lesperson needs to think about what they sell for and the types of companies they've seen do well with their products or services -- and why. Those ideas will become some of your key selling points in later communications.

2) Collect news sources.

动手浏览贸易杂志，期刊，新闻通讯和季度报告。bob官网官方网站订阅与行业相关的博客和在线新闻通讯。bob官网官方网站每天检查LinkedIn。及时的触发事件在您周围；搜索它们。

3) Research relevant leads.

在触发事件中开放对话的基础更容易，因为它们比某些传统的入站线索更及时。在拿起电话之前，我浏览了联系人的LinkedIn，阅读他们的公司网站，查找他们的最新博客文章，然后查看他们在Twitter上发布的内容。bob全站app

4) Reach out in multiple ways.

I use everything I can to possibly connect because not everyone is sitting at their desk when I'm calling them. Leave a voicemail. Send a Tweet. Use LinkedIn mail. If they see one of these messages, hopefully they'll respond because it shows I've done a lot of background research.

5) Always be polite.

I start off the conversation by recognizing I've interrupted their day, then in a few sentences concisely explain the reason for my contact by using data collected from my research. Here's an example introduction:

"Hi, I'm Ali from HubSpot. I've caught you off guard, but I wanted to reach out to you because I read about your company in the Local Business Journal and it seems like you're focused on increasing your revenue by 35 percent next quarter, and looking to grow into five additional states this year. I took a look at your website and it seems like you're on the right path, and I can help. I know I'm interrupting your day, but what my company does is exactly what you're facing."

那么他们通常会开始与我交谈。他们可以告诉我我现在正在发生什么。他们可以看到我现在可以帮助他们。那很有价值。这结束了更多的交易。

Do you go beyond calling and inbound lead generation to look for workable leads? Tell us about your creative approach in the comments below.