Log In
Log In

Best Guidelines To Do Sales Outreach the Right Way

Chris Miljanovski

 Outlining the best ways to do sales outreach to optimize your ROI.

Prospecting customers is a crucial part of sales. Although necessary, prospecting can provide many challenges and intricate steps making it difficult to optimize all aspects of the sales process. Finding qualified leads takes time and effort. Sales reps often use outdated outreach techniques instead of being ahead of the curve like companies such as HubSpot, Facebook, and SurveyMonkey. These companies have amassed some of the most substantial inbound funnels in history and as a result, have managed to build impressive outbound sales outreach techniques.

Sales should start with an intelligent process, enabled through technology, and carried out by salespeople. Having the right guidelines when doing sales outreach is imperative to your business's success, so let's jump right in.

Right Market

Identify your most attractive markets via market segmentation. Analyze data and group customers into ICPs. 

Here are the four main types of market segmentation:

Geographic segmentation: Customer targets established by a geographic border. Prospect's interests, preferences, or values can be vastly different in each city, state, or town. 

Psychographic segmentation: These are inherent traits of your prospects and processes. They can include personality differences, interests, lifestyle choices, or attitudes. 

Demographic segmentation: Market separation via age, education, family size, gender, and others to target specific products or services to a particular demographic. 

Behavioral segmentation: Focuses on reactions and how prospects make their decisions. How these prospects feel towards a brand, and what is their buying process.

Once you've figured out your most attractive markets, prioritize by starting with the prospects who are closest to generating revenue for your company.

Right Message

Establish a clear, educated message. You can do this by establishing yourself as a thought leader on the subject matter. By creating a clear message and positioning yourself as the go-to person for everything and anything about your product or service, you will give yourself credibility and gain the trust you need when prospecting customers. Get yourself inserted in industry publications, create blog entries separating yourself from the pack. Make your name known. By becoming a trusted resource, you will be your customer's go-to person for support even after the sale.

Right Channels

Use channels that work best for your prospects. Build sequences that have different kinds of touches across all different channels: email, phone, text, social media, and even offline interactions, like sending a gift or stopping by their office in-person.

If your prospects are millennials, for example, spend more time on social media. Shift your focus to implementing a social selling strategy. Sales outreach doesn't have to be so cold. Warm-up to your prospects before you make contact. Answer questions on various social platforms like Twitter, Facebook, or Instagram and share relevant content. Comment on the content your prospect shared on social media or to get an introduction by a shared connection.

Right Timing

When an intent is high (email opens/clicks, website interaction, social media interaction, etc.), follow-up regularly to try and re-engage. Make sure they know where to find you once they're interested. Also, make sure prospects are kept in the loop and being followed up. Confirm meeting times with prospects by scheduling a personalized A.I voicebot to maintain the rapport you've built. 

Be creative, and immerse yourself like participating in hashtagged branded weekly chats on twitter to build rapport with prospects that could be interested in your product or service. Once you've built a relationship with some prospects, see if you can take the communication offline. 

Right Time to Sell

Sourcing leads with sales outreach can be tricky and tedious, but if you can manage to keep up with changing technology and find a way to use it to your advantage, prospecting can be productive. Don't start selling too quickly, and focus on relationship building first. Make sure you've built that trust before you start using your selling techniques. 

There is no perfect way to sell, but there are better ways to use your time and increase the likelihood of achieving that sale. Make sure you focus your sales efforts in the right direction for your business to maximize your sales potential. 

Subscribe to get our latest content!


Let us know what you think!