How to apply an inside sales strategy to your digital product

Your product is ready, and now it's time to sell.

This is usually when people with a digital business face a big challenge: how do you find students? There are countless digital marketing strategies, not only for finding them but also for selling more courses, and our experts have already covered all of them here on the Cademí blog. But today we want to give you a heads-up: you don't have to stick to those alone.

The sales world itself has techniques that work and can be copied or adapted. Inside sales is one of them. If you've never heard of it, you're probably leaving money on the table.

So keep reading to find out:

• What inside sales is
• How to apply inside sales to digital products
• Why selling inside your member area matters

What is inside sales

In traditional sales, this means a remote sales structure. Basically, the sales team doesn't visit the customer in person and does everything online, whether by phone, email, or video call, for example.

Which is very different from telemarketing.

After all, the telemarketing approach is usually intrusive. When your phone rings, you don't want to buy that product or even take that call. With inside sales, the idea is to talk only to people who want your product or service, at a scheduled time, and with an understanding of each prospect's individual needs.

Just to illustrate, every Cademí customer (Cademí is Brazil's first Member Hub) is served through a strategy based on inside sales. Contact is made only with leads who reached out to the sales team wanting more information. So they're interested in scheduling a call and talking to a specialist.

Inside sales for digital products

To paraphrase Lavoisier, in the digital market nothing is created, everything is adapted.

So even though your business doesn't sell in person, this is a strategy you can still use. Just like Cademí does.

For digital products, you can apply inside sales through inbound marketing. In other words, you create a lead magnet to get qualified, warm leads and then reach out offering your product.

If you don't have a sales team, you can work with just emails or WhatsApp messages. Every communication flow is unique, but to make it easier to understand, here are a few options:

• After giving people enough time to consume the lead magnet, reach out about a possible pain point or question they were left with and mention your digital product;
• Create a newsletter on the topic and reference your product in it;
• Reach out with a special offer;

For this to work well, the secret is how you segment your leads. The better they're split into groups with similarities, the more on-target your approach will be and the higher your chances of making a sale. Some possible segments, for example:

• Demographics;
• Interests;
• Acquisition source (how they found you);

Besides this more traditional way of doing inside sales, there's another possible adaptation.

Selling inside your member area

Your member area is a great place to sell. After all, people consuming your product are in the middle of their learning journey, feeling excited and curious. If they discover another product that will help them even more, there's a good chance they'll buy it without going through every stage of the sales funnel.

And this works both for paying customers and for lead magnet sign-ups, since with Cademí the number of students doesn't affect what you pay the platform.

This adaptation of inside sales is what we call the Diamond Funnel. Here's how it works: inside a Member Hub built on the Cademí platform, every student can see 100% of the available content. What they have access to is marked with an open padlock, and what they don't with a closed padlock and a direct link to buy it.

That way, people get curious about those other products, open them, and in many cases end up buying. Among our customers, this strategy has already taken students from a lead magnet straight into a mentorship program and generated R$ 180,000 in sales in two months, with zero spent on paid traffic.

If you need help selling more, count on Cademí. Beyond setting up your Member Hub, you'll have the support of the Customer Success team throughout your entrepreneurial journey, with valuable tips, suggestions, and insights. Click here to learn more and talk to a specialist.