In-bound Communication

Mastering the ball game of inbound sales will help you perform concisely curated activities for your prospects. The best part of in-bound sales is that these prospects are already aware of your product and its offerings and looks forward to explore it further. It is now your responsibility to connect with them to build trust and help them uncover the value of the product they are evaluating.

These are some of the sample communication templates for your reference.

Opening The Call

You: Am I speaking with Bill? Hey Bill , this is Charlie from ERPNext. I hope I didn’t catch you in the middle of things.

Bill: No, I got a few minutes. What’s up

You: Does ERPNext ring a bell? 

Bill: Yes, it does. 

You: Great! I wanted to reach out and gauge your overall interest in exploring ERPNext and see your business world through your eyes. Do you have 15-20 mins to chat about it? This way, we can figure out quickly if We are a fit here, Fair enough?

Bill: Sure, I do have 15 mins.

You: Great! I see that you signed up for a trial account and mentioned that you’re interested in exploring more about Stock, sales and purchase lifecycle management as well as open to learning more about accounting and HRMS. Is my understanding correct? (Bill will say something)

You: Q1: Well, just out of curiosity, What prompted you to explore ERPNext of all the solutions out there? Did you look into other solutions as well? Can you talk about what you liked or disliked about other solutions?  (Listen and don’t interrupt)

Bill: if the reply is positive for ERPnext, ask another question

You: Q2: Is ERP platform part of your road map for this year? and is it approved and budgeted by organization-wide management? Continue….. engaginging by asking the rest of the BANT questions.

Note: If Bill says ‘yes’ then go ahead with your pain-funnel questions. If NO. then continue with the below “May I make a suggestion”? statement and forward the conversation.

Comments: Then, understand the pain funnel by asking probing questions and rest remains the same process.

Schedule Appointment With Agenda

Bill: No, I don’t have 15 mins.

You: May I make a suggestion?

Prospect: Sure

You: Let’s do this – Pick a day to invite me on a call, and we can discuss this further for 30 mins and dive deeper into the challenges. We may have something for you, we may not.

My experience tells me that we’ll be able to figure out in maybe 10-15 mins whether or not we’re a good fit. 

Continue….. 

If we’re still talking after about 40 mins, we’ll probably want to begin the process of working out how we do business together. Is that sounding fair?  

And, if I think that we can’t help you out properly, will you be okay if I tell you as much? It’ll save everyone a lot of time and effort after all, right? 

Comment: This time the prospect will say “Okay”. Idea is to get that Okayness.

Continuing….. I guess it’s only fair then that if at any time you don’t feel that we’re the kind of company you want to be working with; will you be okay telling me that too? Don’t worry, you won’t offend me. You’ll still be on my Christmas card list ☺!  Add a bit of humor!

You: Just as a recap, bill: “typically we find that the best way for the first meetings to go would be if I ask you a whole bunch of questions around the issues – 

You know, to try to see the business issues through your eyes. Are you Okay with that?

Comments: He won’t say “No,” I promise. Hooray! Now you’ve the permission from the prospect to ask.

Continuing…. And, Bill,  you’re probably going to want to ask a whole bunch of questions, too. 

Such as, who else we’ve worked with, how our process works, what the timescale will likely be; 

you know, all of that kind of stuff, right?

You: is there anything else you think we need to add to the agenda?

Prospect: No, we are good!

You: Great. And, just to be clear, Bill, what usually happens at the end of these first meetings is that once we know each other better, we can have a good feel for whether or not we will meet again or kill it; are you okay with that, too? And, prospects will say “Yes”

Day Of Appointment

You: Thanks again for meeting/joining the call today, Bill. How are things with you today? 

When we spoke the other day, we agreed to discuss the accounting, inventory and sales related challenges, right? 

And we talked about how you’d be wanting to ask me lots of questions about how we do or deliver the solution, correct?

 And, in order for me to be able to see your world through my eyes, I’d like to hear more about the  current challenges, yes?

Comments: Just wait for Bill’s response after every question.

We also agreed that by the end of this meeting/call we would likely realize whether or not we’re a good fit, in which case either of us would say so without hurting the feelings, didn’t we?

 But, we also said that if we both believed that it’d make sense to continue, we could agree to take things to the next level and agree on the next steps; are you still going to be okay with that? 

So, let’s get started.

Comments: Now is the time to jump to ‘Problem based Discovery’ and BANT qualifying questions below. Just keep in mind to be professional about asking questions. Also, it should be a two-way street to understand answers to each question and respond accordingly. Just the way we talk to our family members.