Establish an initial relationship with your prospect. Explain what inbound is to the prospect. Understand your prospect’s challenges and if you’re able to help. Schedule the exploratory meeting. Download HubSpot Solutions Partner Certification Exam Answers (PDF)
You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?
After you introduce yourself, ask for permission before moving forward. Be more explicit in the solutions you can provide. Find someone at the prospect’s company you know personally and reference their name. Don’t make any changes, this sound bite follows all of the best practices. Download HubSpot Solutions Partner Certification Exam Answers (PDF)
You’ve just used a positioning statement with a prospect and they say the situation doesn’t resonate with their company. Should you try again with a different positioning statement?
Be respectful of your prospect and back off. Always come with a backup positioning statement and try again. If the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call. Yes, but this time, use two positioning statements in a row to […]