Every business wants to increase its overall revenue. For this, they mainly put their major focus on inbound sales strategies. But believe it or not, outbound sales gets them high returns when planned strategically.
All the talk about inbound methods sometimes makes us think that cold emails and cold calling aren’t effective sources of lead generation. However these 2, and other means of outbound sales strategies, are amongst the most popular and widely used strategies. When done right, they don’t just ensure high quality leads but help increase sales conversions too.
Here Are 10 Outbound Sales Strategies To Help You Get Started
Identify your most attractive markets
Outbound sales strategies work the best when you reach out to leads who are most likely to buy from you. Or for that matter, hear out your proposition.
The process of market segmentation will help you clearly divide the market into identifiable customer groups. You will get valuable results as long as you maintain consistency, discipline and regular iterations.
The key here is to identify a broad market and then fragment it into subdivisions that have common needs and interests. Value-based segmentation will help you figure out the most lucrative market and implement specially crafted strategies to target them.
Build your ideal customer profile list
Your ideal customer profiles are those companies which you think will benefit from your services.
Try to identify the characteristics that are similar to your existing customers who have found value from your offerings. You can make a list of questions to make the targeting easier.
- What is the size of the company?
- How much revenue does the company generate?
- How many employees does the company have?
- What is the company’s location?
- What is the industry or vertical of the company?
- Which department of the company uses your service?
- How many employees work in that department?
- Do they use any other software?
Research and qualify your prospects
Your research to qualify leads will help you narrow down your list and target a specific audience.
You can find out a lot about your prospects through their website, blog, social media and online portals that lists information about them.
Set tangible sales goals
In order to set tangible sales goals you must first and foremost realise what your end goal is. You can identify an initial strategy by planning from the beginning, making adjustments and set initial benchmarks to identify results.
Start small but aim big, or vice versa.
Generate customer data and insights
Develop a set of accounts to use as a data set. This list must be comprehensive and include all customers with minor exceptions of trial and proof of concept accounts.
Additionally, don’t include those accounts that are outliers, they may erroneously influence your analysis. The overall goal here is to determine basic criteria that will create segmentations between different groups of customers.
Build outreach plans
Build a workflow, and outline what your sales team should cover in each of those connections.
You can start with the following-
- Build a script for your cold call but don’t neglect flexibility.
- Trust in your team and guide them to pursue leads with ease.
- In certain circumstances, let the potential customer lead and direct the call.
- Make an agenda for your call, review it with the customer, and ask if they’d like to include any points.
Make connections through social media
Be social, and use the information you learn on social media to your advantage. Don’t just connect with someone on LinkedIn to sell to them. Build connections in a subtle manner by sharing a post, commenting on other posts, and also through Likes and other engagement activities.
Use social media to research about decision-makers and learn about companies. Incorporate this information into your emails and calls for personalisation.
Offer credible value
You may create a cold calling script but don’t adhere to or fixate on it. Go with the flow of the conversation and offer credible value to your customers.
If you don’t promote something, don’t discuss it. If you cannot offer something, don’t promise it. On the other hand, if you think that you have a competitive edge then don’t shy away from discussing it till full length.
Measure results from outbound sales strategy
How do you know if your strategy is bringing in the desired results?
It’s simple, you need to first understand the end goal of your outbound sales campaign. Based on your end goal, you can track the key metrics to gauge the success of your outbound sales strategy.
Work around an improvement strategy
Once you start measuring results you will be able to identify the problem areas and figure out solutions to work around for improvement.
Keep an open mind, remember your end goal and make adjustments in the plan that lead to your end goal.
If you are running a small company then building an intelligent and smart outbound sales strategy is the way to go not just in 2020 but always.
If you’d like to know more about outbound sales and lead generation, please visit LeadMi