Outbound and Cold Calling was once in the doghouse for years… Now it’s hotter than ever – minus the brutal cold calling in the raw – because it can Rocket Growth!
All the buzz for the last 5 years for B2B marketers has been ..Inbound
Inbound is awesome, we all love inbound leads and people calling us all day. But if you’re dependent on it and waiting for the phone to ring, a referral or an opt-in to blow in through the window, it’s not reliable, consistent to fuel growth
It doesn’t give your company the ability to profile you’re perfect customer – go out and have conversations with your ideal prospect, build a big dream hit list of people who aren’t calling you. Outbound and Cold Calling 2.0 gives a B2B company a scalable – consistent – reliable way to grow your business
Utilizing dedicated outbound lead generation enables very targeted approach to your ideal prospect profile at executive levels.
In addition a dedicated outbound prospecting division creates a pool, farm team of sorts for the future closing talent to hire from
Inbound and Outbound are totally complementary
–Your inbound strategy is to generate qualified leads for the sales team to follow up on. However it’s not the Holy Grail – especially if you’re selling to the high-level mid-tier markets / The corporate enterprise market
Many of the inbound leads are too low on the totem pole and have no influence at all,
With Outbound sales development and using the new Cold Calling 2.0 Super-Power tools like ;
— Data.com
— LinkedIn Navigator
— Predictable Revenue Cold Approach E-mail marketing
— Sales Loft/ Cadence
— PRWEB.com
— YesWare.com
You can now bring the control back to your driver seat it on your terms it on your agenda, build a dream wish list of accounts and have conversations with them
With these tools you can now gain incredible market and business intelligence ;
— Get the decision-makers name,
— Their email address,
— Their direct dial phone #
— A complete bio on everything about them where they went to school what interest, sports or hobbies they have
— Trigger Events going in their world
— Initiatives and Objectives they want to achieve.
— Their favorite color skittle’s
— You can control the # of employees and staff in the company,
— The account entry point into the company
— Get Referred up the “ladder” by Internal Credible Referrals
— the industries you want to call into, all of the decision-makers names up the supply chain — Create a big pre-researched, prevetted list of potential target accounts.
I’ve got all the information about the company and of the target accounts I want to have conversations with
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“ You can build a Breadcrumb trail of Internal Credible Referrals, Name Drops & Social Influence…”
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With In-Bound marketing you hope that your content marketing is working that you spread around the social media
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You hope that your SEO and SEM is working
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— You hope that the right decision makers, in the right companies on your dream wish list will by chance read your content, opt in and subscribe to your lead magnet
It seems like there’s a lot of Hope going on… And not much control
It’s undeniable and un-arguable the trade-off you get when you pay $30,000 a year base salary for an outbound dedicated sales developer generating leads and opening the door for your sales team..
_________________________
— They will send out 300 to 500 cold outbound referral emails a month
_______________________
— which will generate 60 referrals to the right point of contact from the CEO/president
_____________________________
— From these calls and leads you will schedule 20+ demos and high-level discovery calls with top-level decision-makers
_______________________
— In addition , your Sales Developer will make about 1200 to 1500 gross amount to Dials a month to have a productive selling conversation with top decision makers
_______________________________
From these attempted calls they will produce another 220 conversations a month – which would book another 20 to 30 appointments and meetings per month
______________________________
There’s a saying I love – “ Do companies really do 80% of their buying research before contacting you?
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Yep – along with 9 other vendors and similar suppliers to you !
– Not with Out-Bound …
____________________
We all love it when someone calls us you must also know they’re also calling 5 – 9 other providers they’ve short-listed and researched on Google
( like you’re in the hotel bar in Vegas and a really pretty girl comes on to you –)
You’re really not that special bro….
________________________
My point is that– with Outbound you can find companies that are not even thinking of change –– you can now share some research that’s going on, or trends that are going on in their industry and in their sector …with their exact peer group.
_____________________________
Artificially inseminate problems, areas of dissatisfaction, pain and hurt that many other people in their peer group have been experiencing – Engage in some Doubt-Creation — which they may be having as well.
_________________________
Share some research and trends that are going on in their World , where things are moving to
And then you say the most effective appointment setting line ever
“ And hey I don’t want to make any assumptions at this point that there would be a good fit of match .. I was just wondering if you might be Open to some new ideas or options in this area that could –____________________ “
–Now you can create a vision for them for the future with ideal outcomes that will solve these problems and Take Them to the Promised Land
“ All with 10 X less competition than inbound leads”
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