How to Earn the Attention of Today's Buyer
Transcript of How to Earn the Attention of Today's Buyer
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How to Earn the Attention of Today’s Empowered Buyer Instructor: Michael Pici
Inbound Sales Certification Brought to you by HubSpot Academy
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1 WHAT IS THE CONNECT STAGE AND WHY IS IT IMPORTANT?
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Why is connecting in an inbound way actually important?
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INBOUND
vs. Focus their prospecting efforts on cold, un-customized emails, and voicemails Effort is spent qualifying buyers on the size of their budget and their authority to spend it
LEGACY CONNECT
Start conversations around the buyer’s plans, goals and challenges Lead with a message personalized to the buyer’s context
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42% of surveyed salespeople said that prospecting is the most difficult part of the sales process.
SOURCE: STATE OF INBOUND, 2015
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INBOUND
vs. Focus their prospecting efforts on cold, un-customized emails, and voicemails Effort is spent qualifying buyers on the size of their budget and their authority to spend it
LEGACY CONNECT
Start conversations around the buyer’s plans, goals and challenges Lead with a message personalized to the buyer’s context
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Inbound Sales Methodology
IDENTIFY CONNECT EXPLORE ADVISE
>>>
AWARENESS > CONSIDERATION > DECISION
HubSp))t
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Want to learn more? Register for HubSpot’s free sales training.
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2HOW DO INBOUND SALESPEOPLE EXECUTE THE CONNECT STAGE?
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1. Define your personas
2. Define the sequences for each persona
3. Define the outreach content for each sequence
STEPS TO SET UP A CONNECT STRATEGY
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1. Define your personas
2. Define the sequences for each persona
3. Define the outreach content for each sequence
STEPS TO SET UP A CONNECT STRATEGY
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Defining your personas is essential to personalizing the sales process for today’s empowered buyer.
BUYER PERSONAS
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Company: Recruiting firm Focus: Hiring salespeople Target: Small and medium-sized companies in both the technology and healthcare industries in the U.S. Questions to ask: 1. What are the different segments of companies you target?
Industry: Technology and healthcare
2. Who in the company is involved in buying your services? Influencers: VP of Sales, Director of Recruiting, and CEO
EXAMPLE OF SEGMENTING A TARGET MARKET
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1. Persona A: VP of Sales at a technology company
2. Persona B: Director of Recruiting at a technology company
3. Persona C: CEO at a technology company
4. Persona D: VP of Sales at a healthcare company
5. Persona E: Director of Recruiting at a healthcare company
6. Persona F: CEO at a healthcare company
EXAMPLE PERSONAS
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Start with one segmentation at the company level (like industry) and one at the individual level (like role).
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Once the persona structure is in place,
add details about each persona.
Focus on the perspectives of each persona at the awareness stage
of the buyer’s journey.
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1. How do these personas describe the goals or challenges they encounter that align with your company’s offering?
2. How do these personas educate themselves on their goal or challenge?
3. What are the implications of inaction by each persona?
4. Are there common misconceptions these personas have about addressing their goal or challenge?
AWARENESS STAGE PERSONA QUESTIONS
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Company: Recruiting firm Persona: VP of Sales at a technology company Questions to ask: 1. How do these personas describe the goals or challenges they
encounter that align with your company’s offering? The most common challenges Persona A is experiencing that we can help with are increasing the quality of newly hired salespeople, increasing the pace at which the sales team is growing, and re-focusing sales managers’ time from sourcing candidates toward coaching their team.
EXAMPLE OF ADDING DETAIL TO PERSONAS
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Company: Recruiting firm Persona: VP of Sales at a technology company Questions to ask: 2. How do these personas educate themselves on their goal
or challenge? Persona A looks to their industry peers, other senior leaders at their organization, and their board for advice on solving their recruiting challenges. They also look at recommendations in online forums in places like LinkedIn and Quora.
EXAMPLE OF ADDING DETAIL TO PERSONAS
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Company: Recruiting firm Persona: VP of Sales at a technology company Questions to ask: 3. What are the implications of inaction by each persona?
If Persona A does not address their recruiting challenges, they risk missing their quota, de-stabilizing their company’s financial situation, and termination.
EXAMPLE OF ADDING DETAIL TO PERSONAS
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Company: Recruiting firm Persona: VP of Sales at a technology company Questions to ask: 4. Are there common misconceptions these personas have about
addressing their goal or challenge? Persona A believes using an outside recruiting firm is more expensive than their current approach to sourcing candidates. They also believe the quality of candidates will be lower than if they sourced the candidates internally because outside firms don’t completely understand their business.
EXAMPLE OF ADDING DETAIL TO PERSONAS
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1. Define your personas
2. Define the sequences for each persona
3. Define the outreach content for each sequence
STEPS TO SET UP A CONNECT STRATEGY
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1. Which mediums will you use to reach out to each persona?
2. When will you reach out?
3. If you don’t connect on the first outreach, when will you try again? How many times will you reach out before you give up?
ASK YOURSELF
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We refer to these outreach strategies as your sequences.
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Company: Recruiting firm Persona: VP of Sales at a technology company Outreach frequency: 5 times over the course of 2 weeks
EXAMPLE OF A SEQUENCE
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Company: Recruiting firm Persona: VP of Sales at a technology company Outreach frequency: 5 times over the course of 2 weeks
EXAMPLE OF A SEQUENCE
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Company: Recruiting firm Persona: VP of Sales at a technology company Outreach frequency: 5 times over the course of 2 weeks
EXAMPLE OF A SEQUENCE
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Company: Recruiting firm Persona: VP of Sales at a technology company Outreach frequency: 5 times over the course of 2 weeks
EXAMPLE OF A SEQUENCE
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Company: Recruiting firm Persona: VP of Sales at a technology company Outreach frequency: 5 times over the course of 2 weeks
EXAMPLE OF A SEQUENCE
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1. Define your personas
2. Define the sequences for each persona
3. Define the outreach content for each sequence
STEPS TO SET UP A CONNECT STRATEGY
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• The type of organization the buyer is from
• Who the buyer is within that organization
• The stage the buyer is at in their buying journey
PERSONALIZE THE ENTIRE SALES EXPERIENCE TO THE BUYER’S CONTEXT. THIS INCLUDES:
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Take an inventory of your existing content
Reference the buyer at least 2x as much as you mention yourself
End all emails with a question
BEST PRACTICES FOR DEFINING SEQUENCE CONTENT
Keep your outreaches short
Sound human and helpful
Personalize the subject line to the persona’s perspective
Adapt the content to your style and personalize it to the buyer’s context
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How can you provide useful content to the buyer if your company does not have much content?
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Useful content does not need to be from your company. Helping buyers find high quality content to accelerate their education process is very valuable to them.
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A free consultation is a great way to
personalize an offer directly to the buyer’s
area of interest. You do not need a stream of content
to make a personalized offer.
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• Inbound leads
• Inbound companies
• Trigger events
• Common connections
DEVELOPING OUTREACH CONTENT FOR THESE LEAD SOURCES
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OUTREACH CONTENT FOR INBOUND LEADS
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Accounting for the buyers’ interests in the connect outreach is the most important and most effective form of personalization. In order to add buyer interests to the connect outreach, start by defining the categories of interests buyers may have that your company can actually help with.
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Company: Recruiting firm Persona: VP of Sales at a technology company Categories of interest: • Increase quality of new hires
• Increase the pace of hiring
• Decrease cost per hire
• Reallocate time spent by hiring managers on sourcing to higher value activities
EXAMPLE OF CATEGORIES OF INTEREST
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Text on the left, image on the right.
Keep this to one sentence, and make sure you say the sentence exactly, in
your script.
Interest-specific content is so effective, use it to make sure your outreach sequence is that much stronger.
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OUTREACH CONTENT FOR INBOUND COMPANIES
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“Hi [Buyer Name], Various people within your organization have been reviewing our content on X topic. Based on this area of interest, I thought you and the members of your team may also enjoy [Blog Article A] and [Blog Article B].
EMAIL OR CALL
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OUTREACH CONTENT FOR TRIGGER EVENT LEADS
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OUTREACH CONTENT FOR COMMON CONNECTIONS
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• One of your customers may refer a potential buyer
• One of your fellow employees knows the potential buyer
• An acquaintance outside of your organization knows the potential buyer
DIFFERENT COMMON CONNECTIONS
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ACCOUNTING FOR NON-TRADITIONAL MEDIUMS TO CONNECT
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The prospect’s company has a blog.
• You can subscribe to the blog, post new articles on your social media account, and comment on blog articles.
• You can mention articles written on the blog as part of your outreach to the potential buyer.
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The prospect is active in social media.
• You can send an invitation to connect in LinkedIn, follow the buyer on Twitter, re-tweet posts by the buyer, etc.
• If the buyer follows you back, you can choose to message the buyer as part of an outreach sequence.
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The prospect conducted a
webinar.
You can attend the webinar and send a follow-up email to the buyer regarding the lessons you learned on the webinar.
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The prospect hosts or speaks at an
event.
You can attend the event and introduce yourself after the
speech with a contextual comment around points you found interesting.
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What do you do when you actually make a connection?
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A CONNECT CALL WITH AN INBOUND LEAD
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“Hello?”
PROSPECT
“Oh. How can I help you?”
“Oh, yes, I remember.”
“Well we are having trouble winning the top sales talent in the area because we do
not sell expensive products and can’t afford to pay at the top of the scale.”
“Hi Mary. This is Dan from Tyre Recruiting.”
INBOUND SALESPERSON
“You downloaded one of our eBooks earlier today on tips to recruit
engineering talent.”
“What were you looking for help with?”
“Ahh, yes. We just went through this issue with a client of ours in the northeast.
They were a software company with financial software for small businesses.
What have you tried so far?”
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A CONNECT CALL WITH AN INBOUND COMPANY
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“Hello?”
PROSPECT
“Okay?”
“Really? From who?”
“Maybe Bob in Recruiting.”
“Hi Mary. This is Dan from Tyre Recruiting.”
INBOUND SALESPERSON
“We have received a few inquiries from people at your company for information on
increasing hiring quality.”
“That’s what I was hoping you could help me with. They did not leave their name?
Is there someone in your organization that might be focused on the issue?”
“Do you know why he may be looking for information on sales hiring quality?”
“We’ve had some issues there.” “Issues?”
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A CONNECT CALL WITH A TRIGGER EVENT
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“Hello?”
PROSPECT
“Okay?”
“Yes, you need to submit your resume to Bob in Recruiting. The email is on the
job ad.”
“Hi Mary. This is Dan from Tyre Recruiting.”
INBOUND SALESPERSON
“I just read your new job posting on the Account Executive position.”
“Actually I was not calling about applying to the job. I was calling because we
published a popular ebook amongst your peers on writing job ads that attract
sales rock stars. Based on those best practices, I had a few suggestions
on the ad.” “Oh. Okay! What do you think?”
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A CONNECT CALL WITH A COMMON CONNECTION
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“Hello?”
PROSPECT
“What can I do for you?”
“He did. Why?”
“Hi Mary. This is Dan from Tyre Recruiting.”
INBOUND SALESPERSON
“Kevin Harris over at XYZ Partners suggested I reach out to you.”
“I was speaking to him about some of the success we have seen companies
achieve with recruiting salespeople. He mentioned you were struggling in the
area the last time you spoke and suggested I reach out.”
“Ah right, I remember that conversation.” “How is recruiting
salespeople progressing?” “We’re still struggling.”
“On what aspect specifically?”
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A CONNECT CALL WITH A PASSIVE LEAD
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“Hello?”
PROSPECT
“Okay?”
“I guess. Sure.”
“Hi Mary. This is Dan from Tyre Recruiting.”
INBOUND SALESPERSON
“I know I am contacting you out of the blue. May I please take 15 seconds of
your time to explain why I am calling and you can determine if it is
worth continuing?”
“Probably more on quality.”
“Typically when I work with sales executives, I find they have a difficult time finding enough salespeople or keeping
the quality high. Is this the case with you?”
“Ah. I just went through that issue with a client in your industry last quarter. How are you defining quality in this case?”
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GETTING BUY-IN FOR A LONGER EXPLORATORY CONVERSATION
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“We’re struggling to attract enough quality sales candidates to meet our growth
goals.”
PROSPECT
“Not sure I want to share our secrets, but some of the things we’ve done is asking for referrals from our current employees, sending messages through Linkedin and
offering a bonus to our current employees when they refer someone that we hire.
INBOUND SALESPERSON
“I’ve heard that a few times. What have you tried so far?”
“But, that’s not getting you the quality and quantity you need?”
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PROSPECT
“It helped us increase the quantity, but not enough. Plus, the quality wasn’t really as high compared to when I do it myself. I’m not sure what to do next. I really don’t
want to lower my quality bar, but I am afraid that might be necessary given the
lack of talent out there.”
INBOUND SALESPERSON
“Sounds like you’re running out of ideas and time to fix this. Is it a high priority at
this point?”
“Based on what you’re doing, I believe we may be able to help you. Would it be good use of your time to talk through
some additional ways you could catch up and then hit that target without
sacrificing quality?”
“Yes. Very high. I need to make 10 hires this quarter and I am way behind where I
should be.”
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PROSPECT
“Yes. If you can do that, it would definitely be worth my time.”
INBOUND SALESPERSON
“Okay. I have some availability tomorrow. What time works for you?”
“11 won’t work for me. But, I can do 4PM EST. Should I call you on this number?”
“How about 11 in the morning?”
“That’d be great. Look forward to talking to you.”
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• An email template tool to develop persona templates
• A CRM that: - Illustrates buyer activity to the salesperson as the salesperson prepares for the outreach - Automatically logs salesperson outreach, especially voicemails and emails
• An email tool that allows salespeople to setup a sequence and
automate some of its execution
TECHNOLOGY FOR CONNECTING
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• Mail merge
• Auto-dialers
TECHNOLOGY TO AVOID
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1. Determine which persona the buyer falls into
2. Identify any interest, common connection, or non-traditional mediums for the buyer
3. Using the results of steps 1 and 2 above, assemble the sequence plan for the buyer using the recommended template for the respective persona
4. Using the results of steps 1 and 2 above, assemble the content for each sequence attempt using the recommended content templates
5. Start executing the sequence
CONNECT STAGE STEPS
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