This week's Inbound conference informational tidbit comes from Carole Mahoney and her session "The Rules of Engagement for Inbound Sales."
Somebody downloaded something from your website – quick, what do you do?
It doesn’t have to be a long conversation. Say, "I'm in between meetings, but I saw that you just downloaded [x] from our website." This lets them know that you won't be keeping them on the phone forever, and they'll take the time to answer a few of your questions.
- Did the download work?
- How did you find [the downloaded content]?
- Were you looking for it for yourself or for someone else?
- Did you have any “ah-ha!” moments?
- Why did you select [x, y, z] on the form?
Make the call within 5 minutes of the download and multiply your sales by FOUR.