A question as old as time and something that every company wants to know as they evaluate their potential inbound marketing partner. A typical response includes something around having the best talent or an innovative process. While that’s great, we believe that there are two distinct gaps that Grey Matter can fill for your organization.
1. Our engagement doesn’t end at simply driving leads to your organization. We help you close those inbound marketing leads. Ordinarily, you’ll hire an inbound agency and they’ll push what they believe may be high-quality inbound leads (and they actually might be) but for some reason, your sales team isn’t closing leads at the rate they should be. So what happens next? Sales leadership complains that marketing isn’t driving high-quality leads and marketing responds that the sales team isn’t talented enough at closing deals. Not a good place to be as an organziation and the exact opposite of what should happen when you’re trying to better align sales and marketing via inbound marketing.
We work hand in hand with sales leadership (especially if this is your first time implementing an inbound marketing strategy) in crafting the right messaging, questions, and more to help close inbound leads. Because our firm has domain experience and only serves B2B customers, we cover topics with sales leadership such as:
- How inbound marketing can be implemented into your sales methodology
- Proven inbound selling strategies, techniques & best practices
- Analysis of your current sales methodology
- Proper workflows, emails, templates, inbound call scripts, and more.
- Integration and optimization of existing or new CRM systems
2. We give ourselves non-competes with our clients. What does this mean? Once you’re a client of ours, we do not work with anyone who is a direct competitor of yours. While this seems like common sense and the best way for us to build a strong working relationship with our clients, that sometimes isn’t the case with all inbound marketing agencies. Is it really fair to partner with a local law firm only to walk down the street and sign up their direct competitor?
We know what you’re thinking, doesn’t this mean we won’t have all the clients that we should? Yes, and we’re perfectly okay with that. We never want to lose the personal touch and relationship that we have with our clients and if that means not signing on additional business because of it, we will survive.
So while there’s certainly a fair amount of similarities when in comes to inbound marketing agencies, and most will differentiate with their talent or process (shameless plug, we believe we have the best of both), take some time to dive a little deeper in your evaluation.
