Outbound Marketing strategy: Now is the time to understand more about the advantages of using Outbound in your business strategies. When executed correctly, outbound tactics can increase a business’s results and transform the prospecting for new customers.
Compared to Inbound Marketing, some strengths should be taken into account, such as:
The return on investment in the Outbound strategy happens much faster precisely because its results are immediate, unlike the Inbound, where deliveries appear in the medium and long term. Because it is a strategy in which your approach is active, deliveries also happen much faster, almost immediately.
Ease Of Measurement
Another important point is the ease of measuring results; precisely with the fastest ROI, it is possible to identify gains and results and make adjustments and modifications when necessary. As the entire sales process is more direct, it is simpler to implement.
Diversity Of Channels
In Outbound, there is a great saving of time and greater agility in your sales processes; with that, there is still a great diversity of channels and means by which the action can be developed. It is not just focusing on the internet but expanding its reach to other channels, such as magazines, television, brochures, radio, and events.
Outbound Marketing Processes
It all starts with understanding the ICP, the Ideal Customer Profile. By defining what your customers have in common and the parameters that identify those most likely to close a purchase, searching for leads within the profile comes into play. This is done by consulting tools with a database and filters, social networks, your customer base, and other channels that can raise profiles and validate your information to assemble your list for prospecting.
The next step, then, is to program your prospecting contacts. It is possible to use sales cadences, emails, contacts on social networks, and calls. Part of these actions can be automated, which helps marketing and sellers work.
Outbound Marketing vs. Inbound Marketing
The big question of digital marketing strategies is which is the best? Which one to choose for my business? And, in this context, the answer can only be one: both. Yes, that’s right! Combining Inbound and Outbound in your marketing actions and campaigns can be the solution to achieve the desired results.
But in this topic, we can see some of the main differences between each strategy, follow! Because everything will depend on the objectives and goals of each business, as well as the moment and needs of each company.
The main differences between Inbound and Outbound are directly related to how you approach them. Inbound, the strategy is to attract potential customers with interesting and useful content; in Outbound, prospecting is direct and much more objective.
That is, while in Inbound, it is the potential client who makes the way and arrives at my company; in Outbound, it is my commercial team that comes into direct contact with potential clients.
And with that, we can analyze with all the information exposed throughout the text that each strategy has its channel of action, its payback time, and many other details that need to be evaluated together so that it is possible to decide at what moment it makes more sense according to your needs to choose a strategy or even combine both in intelligent planning that complement each other.
How To Apply Outbound Sales Strategies
Start by defining the ICP that we presented above. List your budget, key needs aligned with your solutions, and other information. In B2B sales, it is necessary to consider the company’s size, the number of employees, tools, and processes already used, among other issues. This will support the configuration of platforms that will conduct lead research and prospect checks to develop more attractive approaches. Investing in a CRM ( Customer Relationship Management ) solution and tools that program the contact flows with leads is also advisable.
Consider that Outbound makes direct contact with leads who, most likely, still need to learn the business or its solutions. Good preparation helps formulate the sales pitch and customize the offer for each negotiation.
However, all of this will depend on the alignment of different processes and positions within your business. All marketing work, whatever the prioritized strategy, must be aligned with the sales team, which will require good communication, some adaptations, and the addition of efficient and integrated tools.
The Outbound prospecting process requires using some essential tools to make this action more objective and assertive in its purpose. Therefore, a tool suggestion may be LinkedIn Sales Navigator. Investing in these tools is necessary to make your team more productive and optimize processes.
Finally, throughout the entire article, you could closely follow more about the details that make up the Outbound Marketing strategy and how it was being updated to keep up with current demands and, with that, managed to become an important and strategic action. For any company that wants to achieve better results and boost its sales.