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During the exploratory call, you say to your prospect Fifth Season: “We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website becomes their most effective salesperson. We are different because we work specifically with businesses in the travel and leisure industry. We’re experts in your audience’s needs, values, and motivations, and this allows us to create an inbound marketing strategy that speaks directly to them.” What is this an example of?

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During the exploratory call, you say to your prospect Fifth Season:

“We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website becomes their most effective salesperson. We are different because we work specifically with businesses in the travel and leisure industry. We’re experts in your audience’s needs, values, and motivations, and this allows us to create an inbound marketing strategy that speaks directly to them.”

What is this an example of?

 

 

A positioning statement

 

A Give and Get

 

A power statement

 

Goals, plans, and challenges

 

You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with: “I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.” Does this prospect have a qualified need?

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You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with:

“I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.”

Does this prospect have a qualified need?

 

No, while they have started to share some goals, plans, and challenges with you, they are too general to truly understand need.

 

No, you need to talk to more than one person at the company to ensure that this is a real need. You should schedule another call and get the whole team on board.

 

Yes, not only does the prospect have a clear goal of generating new traffic, they are also ready to work with you.

 

Yes, the prospect has a goal of more traffic, a plan to implement inbound, and a challenge of traditional marketing not working any longer.

 

Which of the following is NOT an objective of the exploratory call?

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Which of the following is NOT an objective of the exploratory call?

 

  • The prospect should receive tips for improving their online marketing strategy
  • The prospect should review their marketing goals and challenges
  • The Solutions Partner should qualify and excite the prospect
  • The Solutions Partner should translate the prospect’s goals to inbound targets

 

You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of? “Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will help your posts get properly indexed and help you show up in more search engine results. I’m wondering, is it important for your business to drive more website traffic? What impact would increased traffic have on your business?”

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You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of?

“Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will help your posts get properly indexed and help you show up in more search engine results. I’m wondering, is it important for your business to drive more website traffic? What impact would increased traffic have on your business?”

 

 

The Give and Get technique

 

A positioning statement

 

A power statement

 

The CEO Test

 

You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

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You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

 

 

 A)  No, de-prioritize the prospect and spend less time and effort with them.

 

B)  Yes, if you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.

 

C)  Yes, you should assign homework to all your prospects. You might have missed something during the exploratory call and the prospect could surprise you.

 

D)  No, anytime a prospect scores 3 or below, don’t spend more time on them.