Creating the outbound strategy for startups and entrepreneurs is like doing something they have not tried previously, but it is worthwhile for the benefit of their business. In this article, we will be focusing on the need of creating top outbound sales strategy for an enhanced revenue.
Small and midsize businesses have a meager resource count to work with, but they need their outbound sales strategy to pay off, as a result, will allow you to grow your business further.
By making a reasonable investment of time, finances and human resource for your outbound sales strategy can give you a good ROI.
1. Segmentation for Target Market
Market segmentation is the process of dividing a broad consumer or business market, typically consisting of existing and potential customers, into sub-groups of consumers (known as segments) based on some shared characteristics. – Wikipedia
Businesses must carry out this step early on as it allows them to have
- a more significant conversion ratio
- quicker product recapitulation
- enhanced finances
For businesses of any size, market segmentation requires proper discipline and iteration to be successful. Market segmentation allows businesses to divide the market into various identifiable groups.
You can divide a broad market into isolated subsets of consumers or businesses that need your solution. After this, you need to develop and implement sound outbound sales strategies.
You need your thinking hat and experimental attitude for creating a successful outbound sales strategy. Now, by experimenting, we do not mean for you to make an error in your outbound sales and end up regretting it.
To get the intended result, in this case, an enhanced revenue, you must perfectly mix some critical elements of outbound sales.
2. Always Keep in Touch
B2B sales cycle, when compared to other sales cycles takes much more sales time. Business owners and sales managers must give proper time for searching and nurturing leads.
Sales strategies must be made with one thing in mind, how to stay in touch with the prospects so that they do not forget about your solution.
You can quickly set up various tasks inside your CRM and develop sales collateral that suits the traits of individual prospects. Doing so will maximize your conversion rates.
An Ideal Customer Profile for Your Industry
Ideal Customer Profile (ICP) provides businesses with detailed customer insight that can be used by sales managers for attracting buyers. It must include company size, the level of interest, buying budget, and referrals.
Why is ICP important?
With the perfect ICP, you can find the best fit of buyers for prospecting. Using the available data, you can also create an ideal outbound message to make the most significant impact.
3. Personalized Email Templates
Your outbound email message must be personalized, depending on the profile of the prospect. You can do so by always being up to date with the trending approaches because the market is dynamic, and businesses of this modern era are no exception.
You may get success with your current repository, but the same email templates may turn out cold in the next 5-6 months. Yes, the internet is a valuable stage for you to search for the best ways of writing unique email templates but be cautious of one fact; the material might have become irrelevant with the passing of time.
4. Your Sales Outreach Timing Matters
How do you yourself feel when you receive a phone call or message at an odd timing? Is it possible for you to answer the phone while having an urgent meeting with your sales team?
We hope you got the point of us asking these questions to you.
Yes, we are talking about timing. As perfect timing always allows sales reps in grabbing the prospect’s attention. The timing of your calls and outreach emails perfectly fit into the arsenal of your outbound sales strategy.
For the success of your outbound strategy, you must find out the best time of day and the best day of the week for sending out your cold emails. Doing so will allow you to understand the chances of your emails being read or getting discarded. As per our research, the best days for sending cold emails are Sunday, Tuesday, and Thursday.
The aforementioned steps will help you reach out to more prospects and enhance your outreach program but that is not the main criteria behind creating an outbound sales strategy. You want to approach the right customer and the right business.
A few approaches that can be taken by you for connecting with correct buyer amongst the horde of prospects.
- Direct Approach
Contacting the decision-maker directly with your product/service and making an offer for the purchase. The trouble with this approach is that you generally can’t make out who the decision-maker is.
- Top-down Approach
Instead of reaching out to the decision-maker, you approach the most important person in the decision maker’s circle as their opinion matters.
- Bottom-up Approach
You approach the ones who are actually using a solution similar to yours and might get impressed by your offer. Although this approach is not that effective it allows you to get to the decision-maker.
- Referral Approach
Contact a superior in an organization and ask for the referral to decision-maker.
5. Tools for Successful Outbound Strategy Execution
You must know that creating an outbound sales strategy is not enough, you also need to make sure that it is successful. We have understood a few sales related fundamentals while working with small and midsize businesses. One of those fundamental is that outbound sales process is easy to automate.
An Intelligent Sales CRM
Once the marketing team has generated enough leads, the data is transferred to the sales department who start their sales process. The steps involved in the whole transformation are tricky, time-consuming and utilize a lot of resources.
CRM (customer relationship manager) helps users create a centralized database that can be accessed from any location and be shared with every member of the team. An intelligent sales CRM offers many features that can be used by business owners and managers of every department to streamline their entire process as per the organizational goals.
With a CRM, business owners can
- Track their deals
- Manage contacts
- Schedule and send template-based personalized sales emails
- Call and schedule meetings with prospects and customer
- Use the detailed reports to know how they are performing
Contributed by https://www.salesmate.io/