Tips for Outbound sales prospecting strategies
Now that we're clear with the list of the best tools that your sales team can use for outbound sales prospecting let's now look into the other aspect of how they can use simple sales strategies to net more sales.
Personalize the message
In the current times, when every company is vying for the attention of the customers, this strategy trumps above all. A personalized message screams for attention. 72% of the customers admitted that they engage with only personalized messages.
This means that if your team spends time understanding a prospect's behavior and then customizing the email content, there is a higher chance of getting a reply. This works even better if you use a video like a screen recording because that takes the tedium of writing long emails and relieving your customers from the pain of reading it.
Understand the buyer
Not every buyer is the same. How a buyer will behave the first time they interact with you depends on several factors like their demographics, objectives and challenges. To handle this diverse group of customers, it is essential to create buyer personas. A buyer persona is a group of people that show similar characteristics and behavior patterns. A sales representative can use these personas to run region-specific outbound sales activities.
But its not enough if you just have your ideal persona in mind. You need to understand your prospect behaviour to connect the dots. Using a CRM that collects and track interactions with prospects and analyzes their behavior in your product and website helps you be contextual. A CRM that ranks your leads according to their probability to engage with you will also help sharpen your outbound sales prospecting.
Have a strong selling proposition
A selling proposition is a unique factor about your business that differentiates you from your competition. Customers have become very specific about their needs. They realize that they're at a commanding position and have the final say about which product or service they want to use. With so much information available online, an average customer spends 79 days researching before making the final call.
This is great for customers, but for businesses who already function in a very competitive environment, this calls for having a clear sales proposition. Although there is no straightforward formula to decide a sales proposition, as a thumb rule, it should be clear, concise, and tell the customer exactly how the product or service will benefit them in the long run.
Don't lose time drafting quotes
Once your prospect starts taking an interest in your product, the next step is to start sharing documents with them. This sounds like it's easy to handle document requests; however, when you consider the fact that different customers can ask for different documents, things start getting difficult. Here's where CPQ - Configure, Price, Quote comes in the picture.
The concept of CPQ is that you maintain an inventory of the most frequently asked documents like product catalog, price quotes, invoices, onboarding documents, and more. CPQ works even better with CRM software. All you have to do is create a database of documents in the CRM software, configure a setting so that the pricing gets auto-updated and a quote gets generated automatically. This means your sales team doesn't have to run to their managers every time to approve a customer quote. They can get it done easily right within the CRM software.
Track performance metrics and close deals quickly
Running an email campaign, undertaking social media outreach, and having a well-established cold calling strategy is great, but if you don't have a strategy on how to track performance, then all your activities can turn out to be a fool's errand. Your reporting standards have to be high so that it's easy to monitor if things are going as planned.
It can get overwhelming looking at all the numbers and analyzing them for decision-making. By adding Freshsale's robust analytics functionality, make data-driven decisions effortlessly, and improve your sales teams’ success rate. Right from monitoring leads’ website behavior to gauging the success of your marketing campaigns, deal insights, sales activities, etc., stay on top of your teams’ performance with visual reports and dashboards. Loaded with ready-to-use report templates, creating a sales report has never been simpler.