Inbound vs. Outbound Scenarios (which one) Flashcards
Did we or they show intention initially to talk to the other? If they did, it's an inbound lead. If we did, it's an outbound lead. This is important to know because we have to be able to quickly identify the positioning of the situation to know how to talk to them. We have to understand our positioning and leverage.
Someone fills out a lead form (to get a pdf - on helping them get customers) to download some help on some stuff and we call them up to hopefully schedule a meeting or to potentially go right for the entire demo if both you and they have time.
Outbound lead. (Pushed)
Because they never signed up to get called or showed intent to want to talk to somebody.
We get an unexpected call from someone.
You have to ask them who they are and how they’ve heard of us, then determine whether or not it’s more of a push or pull.
If it’s a PM from a linkedin connection.
Outbound lead. (Pushed)
We initiated the relationship by sending them a connection request in the first place. Until they’ve shown that they want to clearly work with me (asking some brief questions doesn’t count), then they’ll always be “pushed”.
A PM from someone on Linkedin where we never asked to connect with them.
Inbound lead. (Pulled)
Sometimes pulls still need to be sold because a lot of the times, they’re just going to inquire or ask some quick non-commital questions.
At what point in the relationship does a prospect go from “pushed” to “pulled”?
This happens when we initiated the relationship with a prospect but then they told us an explicit need (not implied need). Think of action words.
Regardless of who initiated the relationship, no one buys until they feel pulled/attracted to me. Everyone who buys will ultimately feel “pulled” or attracted to us before they buy.
Someone fills out a lead form and then they continue to book a time within that funnel to talk with me at some point in the future.
Inbound lead. (Pulled)
What is the whole reason why Billy Gene put in an application process to his lead generation system?
He wants to make sure that these people are really “pulled” to him and his team can treat them as “pulled” and know how to talk to them (predictable, repeatable selling strategy).
Plus, Billy and his team are too busy dealing with people who really want to work with them to waste their time with people who aren’t committed.
What are the two types of “Pulled” sales calls we can do?
A. Pre-screening the prospect with questions to answer their future objections and to make sure they’re prepared to get on a demo.
B. We can just ask some of these key questions at the beginning of the call ourselves and then get into the Layers of WHY with them.
We use the application process to qualify them (like Billy said - that’s why Paul Henney put in an application process in his funnel system to make sure that the lead is qualified or not, and to really make that the people he talks to are “Pulled”)
If they’re currently in the “Pushed” phase, do we bring up the layers of WHY? what about pre-screening questions before the call?
No, it wouldn’t make sense.
