I’m glad to see you here again.
This time, I’ll be talking about a business movement that skyrocketed recently, and now, it’s every business’ goal to look up new and successful strategies.
You could’ve guessed it from the headline; the topic is outbound sales.
And yes, people often confuse this with inbound sales, but don’t worry. Once I let you in on what’s the difference between them, I’ll list down the top 3 techniques that you MUST know.
So, without further delay – let’s get started!
What Are Outbound Sales?
To understand outbound sales, you must first familiarize yourself with inbound sales first.
What is the difference between inbound and outbound sales?
In short, when it comes to inbound sales, you have agents that are working to get potential customers interested and inquiring about the product or service they’re selling.
Outbound sales, on the other hand, are more demanding and require certain skills. Basically, outbound sales aim to start communicating with a potential customer.
This is most often done by a sales assistant.
The next logical question would be:
“Where does the information come from?”
Information is usually collected from a telephone dictionary which can be bought. However, this has been the traditional way of reaching out – we now have the Internet as a resource and it should be used to the fullest.
Outbound Sales Techniques – The Top 3
Let’s cut to the chase and focus on outbound sales techniques that will help you increase your revenue.
Here are the top 3:
Offer Value To Your Prospect
Something that will guarantee that your leads stay with you is to offer them value.
First, you need to do your homework and learn to put the needs of your prospect first. They are currently occupying all your attention. More precisely, you need to understand the company and the industry they work with.
For example, you need to consider their current role and some common connections.
Doing your homework is essential, but the # 1 priority here is to communicate and explain the value your product brings to your customer.
The value you offer depends on the nature of your service.
One of outbound sales examples for this would be:
Let’s say you are selling an app or software to a company, and by nature, it is complex. Offering value with this kind of service may include free training that can help the prospective user get used to the entire process.
Work On Your Credibility
You can’t just appear on the market and own it; it doesn’t work that way, unfortunately, especially when it comes to an online market.
Another important technique concerns credibility, that is, you have to work on it.
Here are some ways in which you can achieve it:
First off, respect your competition. You are just one in a sea of many similar businesses that do the same thing you do. If your prospect mentions that they had experience with a well-known competitor of yours, do not take this as a sign to start with backbiting.
Next, optimize your LinkedIn profile. Many businesses still don’t realize the importance of optimizing their LinkedIn profile and updating it regularly. There are many ways you can upgrade your outbound sales – gather referrals, create videos of your products, etc.
And since we’re talking about referrals, they are a very useful tool in all sales aspects. They serve as a guarantee of your credibility.
Lastly, deal with statistics. Your prospects will be delighted to hear from you specific figures and statistics about certain products and services – especially if they are in their favor. Don’t be lazy to look for data and use them as your argument.
Work Accounts (Not Just Leads)
The account-based strategy is based on research, personalization, and your full attention.
Basically, what you need to do is: make a list of target companies that you would like to forward your calls and emails to, do research on the members you’re contacting, and work on your intro tactic.
The key to making this technique a success is to send personalized emails to your target accounts. You need to make your communication personal and less robust and automatic if you want positive feedback.
Earlier we mentioned that the primary method of reaching out to your prospects included buying telephone directories, however, today it will not prove to be effective.
For example, many businesses choose to work with their external partners that already have an established relationship with their target account.
The final take on this would be to bear in mind that these are ALL meant to be long-term techniques, and you should treat them accordingly. Whatever business you’re in, you should know that there are no shortcuts – you need to be up-to-date with the current situation!
What To Know About Outbound Sales? Tips You Need
If you’re a beginner, or just want to look at a few helpful tips regarding outbound sales, make sure that you check out the following tips:
- Use The Customer’s Name
Don’t let terms such as “customer” or “client” be your only way of addressing someone
Since you already know the name of your prospect, make sure you use it. This can only have a positive impact as it will make the call more personal, and it will certainly be respected by the person on the other line.
Personalizing your sales are one way to increase your revenue!
- Let The Customer Talk As Well
Since you’re the one making the call, it’s natural that you’re in control, but don’t appear too superior – your customer won’t like it.
If your customer has something to say, let them finish their sentence. Your listening skills are as important as your speaking and persuading skills when making outbound sales. By listening carefully, you will get out key information from your lead.
If things get out of hand, there’s always a polite way to get back on track
- Backbiting Your Competition Is Off-Limits
Of course, you want to praise your business and show yourself in the best light, but this will not work if you’re backbiting your competition and making comparisons that mock them.
This approach to outbound sales can only create the opposite effect and make your customer question your sincerity.
Always have at least 2 alternatives ready if the first choice fails.
Pay close attention to your customer’s answers. If they start to question their choice and this leads towards a negative answer, try to shift the story to your second choice.
- Offer More Than One Option
You never know, it could work.
- Don’t Be Afraid
Confidence is key – in every chapter of life.
When it comes to outbound sales, tie this to the way you present your offer – even via email. Present your product wisely and believe it will work. Even if there are disagreements (which is a possible scenario), don’t back down – a good salesperson always finds a way.
If you start using these tips in your future endeavors, positive results are guaranteed!
Conclusion
That would be all on outbound sales.
You clicked on this article because you wanted to know more about outbound sales techniques, and that’s what you got – offering value, working on your credibility, and working with accounts – not just leads.
By combining them and using them correctly in the long run, you will surely make progress.
You can even use these tips if you are new to the market, and don’t know how to approach your first outbound sale.
Whatever the case, I hope this brief guide on outbound sales techniques has helped you.
See you next time!