Don’t Push: Help with Inbound Sales

November 19, 2018
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Rajeev Sharma

I remember the days when cell phones were on the verge of breaking the norm of traditional flip phones. They were getting smarter, and I have always been a sucker for new technology. My trips to the cell phone store, which used to happen once in six months, turned into monthly trips. As time went by, those monthly trips turned into bi-weekly, and then to weekly trips!

The Old Sales Approach

Every time I went into my cell phone provider’s store, I was pushed by salespeople to buy from them. A salesman would always come to me and try to tell me his company’s new cell phone plans, free offers, and blah blah blah. I never felt comfortable going into their store because I always felt pressured to buy. I was a long-time customer of this cell phone provider, but I never bought much from them.

The New Sales Approach

One day, when a brand-new high tech device was launched, I happened to be out of town. I wanted to go and check it out, but unfortunately, my “salesy” cell phone provider store was nowhere to be found in the area. So I ended up going to another cell provider, just to take a look. I knew I wouldn’t be able to replace my old gadget with this new “dream gadget” of mine because I was not a customer at this provider’s store.

But the curious geek inside of me still wanted me to check out this awesome new gadget, so I went in. As soon as I walked into this store, I saw a saleswoman walking towards me. I thought to myself, “Here we go, another salesperson who will try to sell me hard,” so I was ready.

She walked up to me and said, “Welcome to ‘XYZ,’ can I help you with anything?” I told her I just wanted to check out this new gadget, and she pointed me in the right direction with a friendly, “Here it is, have fun and let me know if you have any questions.”

I waited for her to finish talking, expecting her to tell me all about her company’s great cell phone plans and blah blah blah, ultimately trying to convince me to pull my credit card out of my pocket. But to my surprise, she smiled and walked away. I spend more than forty minutes with this gadget, and during that time, she came to me once and simply asked, “Do you have any questions?”

After satisfying my curiosity, I started to walk out and she greeted me one last time, asking, “How was it?” I told her it was awesome, and she responded with a smile, “It will be here when you need it.”

I left the store, but I had already become a customer. I was amazed, not because of the shiny new gadget, but with the way this company had approached me. I didn’t feel pressured, I felt welcomed. They made me love their brand. Within two hours, my old cell phone provider had lost me and I was a proud new customer of this welcoming brand; the brand that helped me instead of pushing me. And since then, I have never looked back. I have been checking out new gadgets every week without feeling pressured and buying from the same company every year (and sometimes more than once in a year!).

What Makes Inbound Sales Different

This was my very first experience with an inbound approach. This approach makes prospects and customers feel comfortable, fall in love with brands, and start new business with brand new vendors. On top of that, inbound brings back old customers to do more happy business with their favorite brands.

Today’s customer wants an inbound approach in every product and service they buy. They don’t want to be pushed into buying products and services; they need to be educated, they need to feel comfortable. Today’s customer needs to be enlightened and delighted, not pushed and shoved, especially in today’s online connected world.

Let us help your brand become desirable in this cluttered “salesy” online world with an inbound growth strategy. Connect with us and let us help grow your business with inbound.


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