**The Beginner’s Guide to Outbound Sales: A Step-by-Step Process**
When it comes to outbound sales, having a clear and effective process in place is essential for success. In this guide, I’ll walk you through my step-by-step process for outbound sales, from choosing a demographic to outreach and qualification.
**Step 1: Choose a Demographic**
Selecting a specific demographic is the first crucial step in the outbound sales process. By focusing your efforts on a particular industry, company size, and geographical area, you can ensure that your outreach efforts are focused and effective.
**Example:**
– Personal Injury Attorney’s 10-25 Employees in Milwaukee, WI
**Step 2: Curate a List**
The next step is to curate a list of potential customers. Here are my favorite methods for doing so:
– Utilizing LinkedIn Sales Navigator
– Using lead generation software such as UpLead
– Conducting old-fashioned Google searches and utilizing the Find That Lead Chrome Extension
– Outsourcing list curation on platforms like Upwork
The goal is to build a large list of potential prospects. Ideally, you should have thousands of prospects to reach out to.
**Step 3: Outreach**
Once you have your list, it’s time to start reaching out. Develop a cadence for reaching out to each prospect, which may include phone calls, voicemails, email outreach, SMS texts, social outreach, and more. Automation using a CRM can streamline this process.
**Advanced Example:**
– Connect on LinkedIn & send an introduction message
– Engage with prospects’ content on LinkedIn
– Send personalized videos via LinkedIn messages
– Send personalized direct mail to your prospect
– In-person follow-up (with donuts)
Remember, the goal of each outreach is to get to a qualification call. Each qualification call aims to get to your pitch.
**Step 4: Qualification**
When you get a response from a prospect, the goal is to qualify them or set up a meeting to do so. Use the BANT (Budget, Authority, Need, Timeline) framework to qualify prospects. The goal of each outreach is to eventually lead to a qualification call and then a pitch.
**Bonus: Create Several Value Adds**
Add value to your outreach by offering something of value to the prospect. This could be blog content, personalized audits, case studies from current clients, or even a free lunch or dinner.
**Bonus Tip: Email Newsletter**
If a prospect initially says no, try to capture their email and add them to your email newsletter. Over time, valuable content may turn them into prospects or evangelists.
In conclusion, having a clear and methodical outbound sales process can greatly improve your success in sales. By following these steps and incorporating value adds and email newsletters, you can effectively reach and qualify potential customers.
*Keywords: outbound sales, step-by-step process, demograpic, curate a list, outreach, qualification, value adds, email newsletter*
