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tags: Module 4
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# Attract active buyers

So we know that we want to attract as many (warm) inbound leads as possible.

Later on, you may be lucky enough to work for a company with a big marketing team attracting many inbound leads for you. Independent of that, your goal as salesperson should be to find ways to attract people - relevant leads - yourself.

:bulb: The better you get at this, the less cold outreach you need to do.


**🤔 How do you find active buyers?**

The short answer: You need to listen to them. In order to be able to listen, you first have to find them. Then, you share relevant, helpful content and have them reach out to you. For this, we cannot stress the importance of using social media like LinkedIn enough.

Ways to find active buyers:

- Find blogs your ICP / IBP are reading. Read them as well, comment and share.
- Promote your company's blog articles (by sharing them with valuable comments).
- Find relevant LinkedIn groups your ICP / IBP are part of. Join them and comment frequently.
- Follow thought leaders of your industry (that your ICP / IBP are following as well). Comment on their posts and share relevant content referencing them (so that they comment and amplify your reach).
- Monitor press release / job changes of relevant companies that you could use as trigger event.
- Monitor social media (LinkedIn in most cases in B2B) for relevant hashtags, keywords, competitor mentions. Tip: You can follow hashtags and company names people use in their posts on LinkedIn.

**🤔 How do I recognize an inbound lead?**

Essentially, it's somebody reaching out to you or your company actively. Here are some ways to identify inbound leads:
* someone who filled out a form (contact form or a form to download a content piece)
* someone reaching out to you on LinkedIn
* a general mail inquiry to your company or you directly
* a live chat on your company website
* ...

**🤔 What do I do when an inbound lead has just come in?**

The short answer: reach out to that person as soon as possible. We mean that very literal.

More about that and how to connect with inbound leads in the upcoming lesson :muscle:.

Kyle Jepson is senior inbound professor at Hubspot Academy and shares Hubspot's best practices on how to listen for active buyers.

*p.s. your company will likely have your CRM configured in a way that you are immediately notified about inbound leads. Nothing you need to worry about at this point :smiley:.*

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*Credit: Sponsored by Hubspot Academy*

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