Outbound sales encompasses any type of selling that requires actively reaching out to customers, rather than waiting for them to come to you. Prospecting and lead generation are key components of outbound sales, as is building a relationship with potential customers through personalized engagement.
The goal of outbound sales is to find and connect with potential customers who may be interested in your product or service. By proactively reaching out, you can generate more leads, close more deals, and grow your business faster than relying solely on inbound sales tactics.
There are a number of different ways to approach outbound sales, often referred to as a broad term “outreach”.
Outreach is the process of building relationships with potential customers outside of your pipeline, i.e. the ones who might not be aware of your product or haven’t made an attempt to contact you yet. This could be through networking, referrals, or direct outreach methods.
There are a number of ways to do cold outreach, but the most common methods are emailing and calling. You can also use social media, but email and phone calls tend to be more effective because they allow you to build a personal relationship with the customer.
Cold emailing is the process of sending a solicited or unsolicited email to a potential customer in the hopes of starting a relationship or generating a sale.
Cold calling is the process of contacting potential customers by telephone in an attempt to generate a sale.
Sales engagement is the ongoing process of interacting with potential customers via multiple channels and trying to build relationships that may lead to a sale.
While it may seem like a daunting task (especially if you don’t have a natural sales personality), it’s an excellent way to generate leads. Since you’re reaching out to people who wouldn’t otherwise know about your company, you’re opening up a whole new pool of potential customers.
Regardless of the channels you pick for outreach, the key to successful outbound strategy is to target the right people and craft a personalized message that appeals to their needs. You also need to make sure your offer is attractive enough that they’re willing to take the time to learn more about it.
And finally, you need to follow up with them after they’ve had a chance to check out your product or establish a personal connection to make sure they turn to you as a trusted advisor in the future.