What is Outbound Sales?
Updated: Mar 6
Are you doing any Outbound Sales yet? or are you afraid of doing it? Or don’t you know how to do it or what it is? Then you are at the right place. Most of our clients keep telling us that they are not leveraging Outbound for generating new business. And why? Because they are afraid, afraid of contacting new people and the process that comes with it.
BUT they are not alone out there. Outbound can be intimidating, especially when you look at it the old way of doing it, but a lot has changed since then. Outbound is one of the biggest and quickest drivers of revenue and there are new methods that can 2x, 3x, 4x,… your revenue, but most people and companies are not aware of them.
Let’s first have a look at the traditional outbound sales
Traditional Outbound Sales
The traditional outbound sales was rather boring. Sales people would just contact unknown people via email or phone calls with the hope of getting a positive response. But cold outreach can be very hard and fails many times because of a missing relationship with the prospects. The world has become too noisy. So just contacting random people won’t help you or your business.
So what should you do instead? Giving up? - No way. You would miss out on a big opportunity. Only cold calling and cold emailing isn’t enough anymore. Put more effort into it, enhance your skills and see it as a team sport.
Outbound Sales in 2020
The new Outbound approach is a teamwork between different departments and channels. Have your Sales and Marketing teams work closely together and leverage more channels. Today there are more channels that you can leverage and / or mix with your other campaigns than ever before. Here is just a short list of some of them:
Email Outbound (Sequences)
Engage on Social
Engage in forums and groups
I won’t go in detail for all of them in this blog post but it is essential to recognize the power of multi touches. Let’s look at it via a short example. My goal is to get a meeting with you at a local event. What if I would send you an email with the right value to meet with me (click here to learn how to write kickass emails), I connect with you on Linkedin a week after that email, I send you a message on Linkedin that refers back to my first email and I furthermore engage with your Linkedin Post that might be about this exact event. I could even send you a followup email 2 weeks after and I don’t give up until I get your attention.
Outbound Sales during COVID-19
COVID-19 has changed the way we interact with people and how we do business dramatically. Many of our activities have moved from in-person to virtual. An example of this can be seen in the amount of virtual events that are happening or the amount of online communication that is happening each day. And who doesn’t know the feeling of an overloaded inbox these days. Don’t you agree that there is currently more information traffic happening which makes it harder to get people's attention? We do see this and react to the new trend. You won’t get people’s attention by simply leveraging only one of your distribution channels. There is more to that. Outbound Sales has been one of the big winners during these days. It's a great way to support all your marketing and inbound initiatives that you are doing. It gives them another boost. Personal touching points and being contacted by real people that truly want to bring value to you has never been more important.
Do you agree with me that the approach of Outbound Sales increases the likelihood of a reply? By the way, Outbound can be totally automated. Feel always free to contact us in case you have any questions. (firstname.lastname@example.org)
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