While the positive impact of inbound marketing can be felt in many key areas of a business, here are three areas how an inbound marketing strategy can boost sales.
Here are 3 ways:
1. Better Quality Leads
Because inbound marketing essentially focuses on those people who are already looking for products and services that you sell, you have a much wider window to capture their attention by strategically placing useful and relevant content at various stages of the purchase cycle. This way you can stop chasing just any customer and wasting your time, money, and efforts on those who may not be interested in buying anything from you.
Not only that, it solves yet another classic business problem you might be facing—misalignment between your sales and marketing folks in terms of lead nurturing. According to recent lead nurturing statistics, 79 percent of marketing leads go without a response from sales. Often marketing teams pass down unqualified or poor leads to the sales people, forcing them to find their own leads. And, this is one of the biggest reason why your sales team might not take marketing-sourced leads seriously.
When such frictions between two teams are reduced and sales ceases to be the sole responsibility of your sales team to become a unified effort, it produces better outcomes.
2. Shorter Sales Cycle
Modern customers are growing incredibly less patient—they want to make faster decisions and have no time for long drawn-out sales processes. By adopting an inbound marketing strategy, you can significantly shorten the sales cycle, giving your customers the experiences they prefer. How?
• In-depth content like white paper and e-books identify, address, and solve customer’s problems, allowing your prospects to answer their own concerns.
• Regularly publishing effective content can establish your brand as a thought-leader in your industry, making it easier for you to build trust and relationship with your potential customers.
• Interested and sales-ready leads are more likely to be converted into paying customers.
3. Increased Chances of Repeat Sales
Thought-leadership combined with great customer service positions your brand as a reputed and credible resource in the market, which will get serious buyers coming back to you over and over again. An inbound approach not only helps to cinch the first deal but also creates avenues for further business, including cross-selling and upselling opportunities, hence maximizing the potential for revenue, profit and future growth.
To sum it up, inbound marketing can transform the way sales is done and, as a result, add significantly to your company’s bottom line. While inbound marketing is, most certainly, not an overnight job, when done right and with solid strategies in place, it can present endless opportunities to make more customers and retain the older ones.