Outbound sales allow you to target and create content that engages your audience and set up discovery meetings. This is how B2B companies engage their customers. Many think that outbound selling is stereotypical "cold-calling". The focus of outbound sales must change in order to avoid high-pressure tactics used in cold-calling. Invest instead in strategies that help you build long-term relationships and increase revenue. Consider these 3 tips.
1. Adopt the Account-Based Marketing (ABM) Approach
Account-based marketing aims to generate sales through consistent research, attention, personalisation, and collaboration. Look for companies whose key players and decision-makers reflect your target audience. Sales and marketing departments may dislike ABM because it is challenging to implement, but it enables deeper personalisation and increases revenue. Unlike a single lead, B2B sales require you to reach out to groups of decision-makers, and if the right decision-makers are knowledgeable about your products, they can pass the information on to higher-ups. Make your pitch relevant to the buying group's decision-makers.
2. Define your Target Audience
Define your ideal customer so that you do not waste time pursuing prospects who are less likely to convert. Developing a detailed customer profile that reflects actual users and influencers is important. You should ensure that the people you communicate with often correspond to the profiles you have created. Which kinds of employees, titles, company sizes, or industries are best suited to your products, and how do these factors influence how your products are used? What was the customer's path to purchase, and could you replicate it?
3. Design your Outreach Plan's Workflow
Preparing for any possible outcome when making your first call, sending an email drip campaign, or leaving a text message. Create a process that outlines what your sales team should discuss in each connection. It is crucial to build a script, but don't forget to leave room for flexibility. It is a good idea for sales representatives to add their own tone to the outline regarding how they can address prospects' specific needs. You should train your sales team with different scenarios to react quickly when necessary. Set an agenda for your call, and ask the customer if there is anything else they would like to add. Give your salespeople the knowledge that not every time they need complete control, they might want to give your customers more control over the course since they are assisting them.
Final Thoughts
Social Media!
Take advantage of the information you learn on social media. A good way to connect with a prospect is organically and based on their interests or through a genuine conversation about their content. Connecting with others through LinkedIn is not just about selling to them; it's also about researching decision-makers and picking up business knowledge. By keeping this information in mind, you can customize your emails and calls accordingly; focus on building relationships with your prospects. You are unlikely to close most of the relationships you begin, but you will gain valuable insight into the market and have good conversations, which will help you grow your business if you treat prospective customers with respect and meet their needs.
Get a better start with Zooloo. Our team is happy to assist you with your journey towards digital transformation. You will enjoy immense growth opportunities if you partner with the right service provider. Please contact us at sales@zooloo.asia.
- Discover more about Customer Service Strategies
- Find some tips on B2B Sales Strategies
- Looking closer at Marketing Strategies
- Read about The Digital Transformation Journey
- Learn more about our “Digital Backbones”
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