Outbound vs. Inbound Sales
Deciding which sales strategy makes sense for your company is not an easy decision and it is important to understand the key differences between outbound vs. inbound sales.
Inbound sales consists of creating online content such as articles, videos, blog posts etc. to drive in interested leads. Inbound sales is a noninvasive way to get your company in front of prospective clients without human-human interaction. As great as it sounds to have a steady flow of interested leads sent your way, it can often be timely and unfeasible for companies to continuously create and publish relevant content to draw in new leads.
Outbound sales, when done right, can help you accelerate your companies growth exponentially. Some of the classic outbound sales tactics include outreach emails, cold calling, attending networking sessions, tradeshows etc. Outbound sales can allow your company to target specific audiences using customized messaging and analyze the results of those efforts in real time.
When executing outbound sales tactics there is a dangerous line between coming off as pushy and inauthentic vs. informative and relevant. Be sure to carefully map out your messaging and tone to ensure that the people on the receiving end feel respected and considered.
Outbound Sales Email Tips and Tricks
Keep it short, sweet and simple. Attention spans are extremely short these days. The fewer words you use to get your point across, the better. If someone doesn’t understand who you are and what you’re offering, they’ll likely skip and put your email in the trash. Avoid jargon whenever possible.
Emails should sound as personal as possible. The target prospect you’ll be emailing should feel as though each email was manually crafted for them. Less robot, more human.
Ideal number of emails per sequence. Outbound email campaigns should contain 6-8 emails. On average, it takes 6 touch points to get a response from a cold lead so don’t give up after 2.
Email subject line. Only a fraction of the emails you send will actually get opened but almost everyone will view your subject line, so remember to give it the attention it deserves!
- Including the company's name in the subject line is a great way to catch their attention
- Writing in lowercase text and asking questions has been proven to increases email open rates
- Click here for a list of subject lines that may be perfect for your next outbound email
Create FOMO (Fear Of Missing Out). Use language that makes your offering sound exclusive or intriguing. BUT be careful not to make blunt statements (e.g. We’re the best company…). Try to include relevant data points, client names or case studies.
Crystal Clear. Make sure that your email has a clear call to action.
Include your Rep's Signature: This will ensure that your email look professional - also, it will help leads understand who is emailing them. Make sure to add a link to your website. Here is how you can add an email signature for each of your sales reps. You can use the Rep's Signature as a Merge tab in your email templates.
The following templates are intended to provide a structure and ideas for creating your very own outbound email campaigns.
We suggest for you to craft your own messaging that will truly resonate with your prospects.
Introduction Email Template
Follow-Up Email Template
Break-Up Email Template
Last but not least, use your own voice/ style. Do not copy and paste every word from a template. The more genuine and on-brand you sound, the more likely you’ll get a positive response.