Pitch Your Solution to Their Problems
Posted: Sun Feb 02, 2025 4:13 am
Authority: Do leads have the power to say yes? Ensure you find this out upfront, even if it requires a straightforward question.
Need: Do they have a genuine need for your product/service? Uncover their purchase motivations, like a goal they want to achieve or a pain point that needs to be solved. Prioritize inbound leads with motivations that your product or service can help with.
Timing: When are they looking to make a purchase decision? Leads with an immediate need to buy should take higher priority when shortlisting inbound leads to reach out to.
Say you’re working for a content marketing agency. The events benin telegram data team has passed on a list of people who joined your most recent webinar. You’ve qualified them based on the signup questions asked in your registration form—notably the “company size” and “budget” field—and you begin working through the list by shortlisting contacts that fit your criteria.
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.
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.”
Need: Do they have a genuine need for your product/service? Uncover their purchase motivations, like a goal they want to achieve or a pain point that needs to be solved. Prioritize inbound leads with motivations that your product or service can help with.
Timing: When are they looking to make a purchase decision? Leads with an immediate need to buy should take higher priority when shortlisting inbound leads to reach out to.
Say you’re working for a content marketing agency. The events benin telegram data team has passed on a list of people who joined your most recent webinar. You’ve qualified them based on the signup questions asked in your registration form—notably the “company size” and “budget” field—and you begin working through the list by shortlisting contacts that fit your criteria.
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.
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.”