Building a solid digital marketing strategy for your landscaping business, and a repeatable sales process adds consistency, efficiency and greater revenue to your organization.
In this four-part blog series, we’ll discuss each step of the inbound sales methodology and how to build an effective sales process that can be used company-wide.
Stage 1: Identify
Prior to forging a new relationship with a particular prospect, it’s important to first identify whether you are able to help them. As common sense as this may sound to some, it’s still very common for people to receive calls from salespeople who are offering products or services that do not benefit them.
When building a sales pipeline, “Identify” is the first stage in any sales methodology. This stage is the foundation for the entire process; it’s critical to get this first stage right. If you can identify properly, then get a prospect to go from where they are to where they want to be with the product or service that you’re offering, then this person can be considered a viable lead.
Once you know that you can help a particular person, you can then CONNECT, EXPLORE, ADVISE — with the goal of establishing trust and then helping them to achieve their goals over a long period of time.
How to Find Leads
Leads can be found in a number of ways. Ideally, it’s through inbound leads, or those that come to your website via a Google search to read a website page or blog post. Or find you on Google Maps/Google Business Profile.
Getting in Touch
You can help the leads that you’ve identified in the prospect fix matrix in a major way; having this valuable information arms you with all that you need to have a meaningful and impactful conversation.
This is not a suggestion to SPAM these individuals, but to approach them on a one-on-one basis with information that’s helpful and speaks intelligently to their current pain points and challenges by doing one or more of the following:
- Send a helpful piece of content
- Do research and come up with tips that are specific and helpful
- Invite them to a webinar that will help them solve some of the issues they’re experiencing
Notice a theme here? All of this communication should come out of a knowledge of the ability to help. You know that you have a product or service that’s of incredible value to a select segment of people. The longer that these people stay in the dark, the longer it’ll take for them to achieve their vision.
Next Step: Connect
Now that you’ve identified an ideal list of leads — get out there and HELP! Help, I say! Now is the time. These individuals need what you have to offer, they can afford what you have to offer and they want what you have to offer (they just don’t know that it exists yet!).
You can get in touch with the list that you created in a number of ways, including by phone, e-mail and on social channels.
In the next post, we’ll discuss what the “connect” stage of the inbound sales methodology is all about and how to effectively connect with prospects.
Thank you for reading our post! If you’re interested in learning more about getting leads for your landscaping company, or how you can effectively execute inbound sales, get in touch with us. We offer a free consultation that packs in a whopping amount of value in 30 minutes. We’d love to hear from you.
Image Credits: Adobe Images – Geraldas
