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| Outbound Lead Tips |
12 Tips for Outbound Sales and Qualified Leads
Outbound Sales and Outbound Leads generation is the most demanding process which can help and support new business hunting and branding. It required hard work as well as smart work to make it successful. To start the outbound process you need to keep a few things in mind - Things to keep in mind before the outbound/inbound process
Product and Service Knowledge Required
Before starting the outbound process you must have depth knowledge of the product or services, that you are going to pitch to your prospects, without knowledge you can't know where your product or services can be required, and who could be your ICPs.
ICP
ICP or Ideal Customer Profile, you need to know to reach out to only relevant or concerned people, or the right people with the right approach, when you would have the right ICPs then you can find the right personas to reach them out with discussing their problems and solutions for that.
Outreach
Outreach is the first step for any outbound sales or lead generation, you must know the right persona, right solution, right time, right content, and the right tool or source to reach out to.
Right Time
You should know what is the right time to reach out, if you will contact your ICPs at the wrong time, then there is less probability of a positive or good response. You must identify their need and time to reach out. Then you can pitch with beautifully designed content.
Touchy Pitch
Now you know the right ICPs, you have their data or information (Persona and Contact Information), and you know the right time to reach them. Now you must have attractive content that can attract your prospects and make them interested in that. e.g. discuss a problem related to their problems and the solution for that problem. There are many ways to reach out to them.
Cold Emailing
Why do we call it "Cold Emailing"?, because we are reaching out to unknown people (prospects), with an agenda of sales and new business. That's why we need to introduce ourselves first and then we have to let them know the reason to reach them out, similarly, we can take our pitch forward and we can follow them too.
Cold Emailing is a great approach to reaching out to your B2B prospective customer, It can help to maintain good relations and impressions, with cold emailing you can reach many prospects globally with a small investment. Tips for Cold Calling/Automation
Cold Calling
Cold Calling is very similar to cold emailing, we are doing the same thing here too, we are reaching out to unknown people (prospects), with an agenda of sales and new business. That's why we need to introduce ourselves first and then we have to let them know the reason to reach them out, similarly, we can take our pitch forward and we can follow them too. But the only difference is here that is the source to reach out to.
In cold emailing, we were reaching via emails but in cold calling, we are reaching via a telephonic approach. Hence cold calling is more beneficial for B2C (Business To Consumer) and cold emailing is more suitable for B2B (Business To Business).
ABSD
Account Based Sales Development is the most demanding approach in B2B (Business To Business), Here in ABSD we target our prospects on an organizational basis rather than individual basis leads.
With this approach, we choose a few Accounts (Companies) to make a from them and we follow all the above steps and sources to reach out, but here is only one step added before outreach "Account Research and Mapping".
In account research (via Google, Social Media, LinkedIn, Apollo, etc), you find out the gap and requirements through all activities and personas in ICPs, and then you match up the gap to fill up your services and product solution.
Physical Visit
Physical Visit is the traditional and unbeatable approach to generating business or leads via outbound leads. With this approach, you directly visit the prospective client's official location. Where you can directly represent your services and products and you can understand the prospect's need or feedback. This is a very effective approach for client relationships and feedback purposes. There are many other online tools or business tools available in the global market that can help you to reach out to the right prospects. e.g. LinkedIn Sales Navigator.
LinkedIn Sales Navigator
LinkedIn Sales Navigator, is a Premium Version of LinkedIn, though you can use a free version of LinkedIn that also can help you to make decent business, using its connection, messaging, InMails, Posting, Groups, Polling, etc. features. But with LinkedIn Sales Navigator, you can drill down the filtration up to a very advanced level. You can save your leads, you can follow the right prospects, and you can set filters for individual or account-based leads. The cost of LinkedIn Sales Navigator will be depending on the chosen plan, but you can start with a free trial version.
With some LinkedIn Automation Tools, you can make it automated, like WeConnect, LinkedInHelper, etc.
Automation
LinkedIn or Email automation is a very useful and smart approach, which can save a lot of your time.
You just need to do the one-time activity, then need to sit back and just keep monitoring your campaigns.
For LinkedIn Automation you can start with WeConnect, LinkedInHelper, Apollo, etc., and for Email Automation, you can start with Apollo.io, Saleshandy, etc.
Important Points For Successful Sales or Qualified Leads
After the successful outreach now you have some positive responses, now you need to keep a few things to convert them into business.
Schedule a Meeting
When you found the prospect is taking an interest to know more about the solution you pitched, just ask them to schedule a meeting at the prospect's location or at your location, or you can brIning them on a virtual meeting via Google Meeti, Zoom Call, Skype, MS-Teams, WhatsApp Call, etc.
Problem Understanding
In the call or meeting, just let him/her speak first, listen to them carefully, understand his/her problem, use your set of questions (questionnaire) to understand and gather the requirement and scope of the work, and just try to know the status of your client via BANT.
Check Lead Quality by BANT
While questioning your prospect, try to know the BANT status of your prospective customer.
Knowing your client's Budget can save time, because you know he can afford your service or product or not.
Knowing your client's Authority level can save energy, just try to give your best in front of a decision-maker.
Knowing your client's Needs again can save time and sort out the right agenda to talk about the right things, which can make the picture clear with the scope of the work and efficiency or inefficiency.
Knowing the Time can make it clear about your expectations for your target, you should know how much time it can take to convert that leads so that accordingly you can set your expectations and vision accordingly, which can be helpful for the sales pipeline.
Presentation
Knowing the problem, you should present a similar solution to what you have already created for other clients with the same problem. This can make your trust and value for your new client.
Solution and Efficiency
The solution you are pitching to a new client based on the requirements must be relatable, you must show some demos if you can do that, or ask them to have a free trial if you are pitching a product.
Negotiation
If the client reached the negotiation phase, it means he's 85%, Now it will be depending on your negotiation skills. Start with a smart pitching price, if the pitch price is the lowest, then you can be at loss, if the pitching price is very high then you can lose the client. Give smart pricing with some negotiation scope.
Proposal
Finding the scope of the work or knowing the client's problem, prepare a document with estimated cost according to the client's needs and requirements, and try to mention every small and big thing in your proposal so that you can justify your quotation and you can compete with your competitors, and there can be some scope of negotiation.
Follow-ups
If the client is looking interested and taking time maybe you have shared the proposal or not, just keep touching him from time to time to know the current status, this is very important, because sometimes due to some reasons like a long process, the client can take some time to make the decision, if your other competitors are also contacted him, then there could be some risk, he can forget you, hence time to time keep follow your client to know the current status, It can help for your expectations too.
Conversion
This is a golden moment for any sales team, especially for the outbound sales team or lead generation team, after the conversion, keep in touch with your client, so that he can discuss his coming requirements or problems with you, this is called "lead farming".
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