Glossary

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Glossary

Glossary

Sales

Inbound Lead

An "inbound lead" refers to a potential customer who has initiated contact with a company, expressing interest in the company's products or services.

This can happen through various means, such as:

Filling out a web form

Making a phone call

Or sending an email

Once the lead is received, it is typically passed to a sales representative who will follow up with the potential customer to learn more about their needs and determine whether the company's products or services are a good fit.

A "trial signup" is when a customer expresses interest in the product and want to try it before buying it. And "inbound enquiry" means the customer reached out to the company for more information about the product or services.

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The best way to reach out to inbound leads to close a deal will depend on a variety of factors, including the geo location and role. That being said, some general tips for reaching out to inbound leads to close a deal include:

Timing is key

Try to reach out to the lead as soon as possible after they have expressed interest. The longer you wait, the less likely they are to remember their initial interest.

Personalisation

Tailor your approach to the specific needs and interests of the lead. Show them how your product or service can solve their specific problem.

Be responsive

Follow up promptly and respond to any questions or concerns the lead may have.

Provide additional information

Provide the lead with additional information about your product or service, such as case studies, testimonials, or a free trial, to help them make an informed decision.

Building trust:

Building trust with the lead is crucial to closing the deal, This can be done by sharing your industry knowledge, listening to their needs and providing them with relevant solutions.

Use of multiple touchpoints

You can reach out to your leads through a variety of channels, including email, phone, and social media. This will increase your chances of contacting the lead and closing the deal.

Email communication

Consider using email as your primary means of communication. This will allow the lead to read and respond at their convenience, without feeling pressured to engage in a phone conversation.

Be respectful of their time

Respect the lead's busy schedule and avoid sending too many follow-up emails or calls. Instead, provide them with a clear call-to-action in your email and give them enough time to respond before following up.

Provide an online demo

Offer an online demo of your product, this way the lead can see it in action and get a better understanding of how it works and its features.

Arrange a meeting with decision maker

If the lead is not the key decision maker, try to arrange a meeting with the decision maker. If a meeting is not possible, you can try to schedule a call or online meeting with both the lead and the decision maker.

Follow-up

Follow-up with the lead to get feedback on their experience with your product and to address any concerns they may have. Make sure to thank them for their time and consideration and let them know that you're available if they have any further questions.

Address concerns

If the lead expresses concerns about your product, be sure to address them promptly and provide them with any additional information they may need to make a decision.

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