Inbound and Outbound Sales Strategies 101

Companies find themselves struggling to figure out the best approach to sales: invest heavily in an outbound approach, trying to actively coax leads into learning more about their products and services? Or have users find the company through different inbound sales strategies and generate sales through customer-led inquiries?

Inbound call center providers as well as outbound service call centers can provide a company unsure of how to proceed with expertise to generate enough sales to meet business objectives.

Marketing Plan Analysis

In this post we’ll explain the difference between inbound and outbound services and how companies may benefit from each. We will walk you through how to best implement each type of strategy. The main differentiator between the two is the source of the lead: is an operator or salesperson generating it, or has the company created some marketing mechanism or enjoys sufficient organic reach to pull users in?


Outbound Sales Strategies

In an outbound lead generation campaign, prospects come through the direct contact of an operator or marketing campaign. This can be based on the customer’s interests, cold-calling or through other outreach efforts.

To generate steady outbound sales your company will need to deploy a professional outbound sales or business development team, a task oftentimes outsourced to a call center. This includes sales prospecting, building target lists of people to contact and generating leads and feeding them into a pipeline for efficient outreach.

Outbound marketing can be very tricky – customers who aren’t coming to your brand or website on their own might be reluctant to engage with operators or marketing material they didn’t solicit themselves. But utilizing data-driven marketing techniques and persistently reaching out to a contact list can indeed generate results and bring in new clients.


Inbound Sales Strategies

Inbound sales are every company’s dream: a customer is already interested in learning more about your products and services and reaches out to learn more. Inbound sales professionals thus have a greater chance of converting prospects into paying customers.

But it’s not as easy as responding to incoming leads. Sometimes prospects are merely looking for information, other times they are taking advantage of promotions and won’t be making a concrete purchase. Without a real intent to move forward in the purchase process, some buyers’ needs aren’t 100% aligned with the company’s.


Best Practices for Inbound & Outbound Strategies

Setting up the right mix of inbound and outbound marketing channels can seem daunting. But with the right set up and processes in place, your company can start generating a healthy mix of inbound and outbound leads and see sales increase. Here are some of Sara Call’s best practices for setting up and implementing inbound and outbound sales strategies.


Set Goals: Define the Customer Journey

No one wants to feel “marketed” to, and nobody will buy your firm’s message if it’s externally imposed. Every successful outbound sales strategy rests upon a solid understanding of the customer journey and a comprehensive analysis of what the consumer needs.

Instead of checking boxes, take the time to learn about your customer’s purchase  journey: 

  • How does your customer learn about the product or service you’re offering? 
  • What are the channels they use to learn more about what they’re missing out on? 
  • How long does it take for the average consumer to reach out to a firm to learn more about its service offerings?
  • Do they require consultations, face-to-face meetings or phone calls before making a purchase?
  • What are the most important factors the consumer takes into account before making a purchase?
  • How much post-purchase customer support is necessary to ensure customer satisfaction?

Map out the customer journey by asking these questions and then implement a solution that answers each question. This way, your sales team can add value to the consumer at every step of the journey.

Understanding the customer journey helps your inbound and outbound sales strategies by informing the best way to reach consumers and how to design your service or product offering.

Outbound Sales Agent

Customize and Simplify Your Messaging

No one has time for complicated marketing slogans – the best way to reach clients is by using concise language that communicates the heart of your service offering directly. Make sure you are speaking to clients in clean, straightforward language that communicates the value proposition in the most seamless fashion possible.

Don’t use templates – customers can always tell when your messaging is cut and paste. Customize each message so it resonates with the client’s specific needs. This allows your outbound strategy to be more effective and gives customers the feeling that you have taken the time to get to know them and their needs, empowering them to purchase.

Gather and Act Upon Internal Data from Your Team

No one individual has the entire picture of the consumer journey and process. Make sure you are collaborating across sales, marketing, product development and other teams on a regular basis to get feedback on what is and isn’t working.

Salespeople should be open to suggestions and different approaches from colleagues and external sources. As you implement your inbound and outbound sales strategies you will start seeing results, for better or for worse. Make sure your team is documenting every process that is helpful and noting what is driving customers away and share on a weekly basis internally. 

Once you have a full picture of the efficacy of your inbound and outbound marketing strategies and have solicited feedback from teammates, you will be able to adapt your product and service offerings to better fit customer needs.


Inbound and Outbound Sales: Better Together

Today’s marketplace is full of opportunity, but it’s also hyper-saturated and extremely competitive. Consumers’ attention is fragmented across multiple verticals, presenting limitless but fragile opportunities for finding and engaging with prospects. 

To succeed in selling consumers on your service offering, you will need to learn about their customer journey, adapt messaging to fit their needs and act upon collected data to figure out the best methods for reaching out to leads and making your message resonate.

Inbound Lead Consultation

The sales pitch your team starts with in the beginning of your campaigns will not be the one that converts your prospects into customers at year’s end. After analyzing preliminary results, speaking with internal stakeholders, carrying out market research and changing your messaging, you will discover the right way to reach out to customers and sell them on your company’s services. 

The readiness to learn about, adapt and change your sales strategies is what will convert your inbound and outbound sales strategies into successful marketing ventures. By defining your customers’ journeys, customizing messaging and consulting with stakeholders on best practices and approaches, your team’s inbound and outbound campaigns will bring in more meaningful leads and convert them at higher rates. 


Benefit From Inbound & Outbound Call Center Services, Today!

Partnering with an experienced BPO vendor such as Sara Call Center can help your firm find new clients while enjoying savings of up to 70%.

With a decade of experience with cold-calling, telemarketing and other inbound and outbound call center services, you can rest assured that we will help your firm find new customers and increase sales. Get in touch today!

How eCommerce Companies Are Outsourcing Today

In today’s competitive business environment digitally-integrated companies find themselves offering consumers all types of services. Ecommerce businesses are no different – online brands need to integrate customer service, tech support, order tracking and more when they develop strategies to scale their business.

When ecommerce businesses grow they may find themselves struggling to manage all these tasks in-house. Prohibitively-high labor costs in the host locale and the time-intensive aspects of training employees often leave ecommerce support departments strained and understaffed. Subsequently many ecommerce companies are turning to BPO providers to meet labor demands and grow their business sustainably and reliably.

Ecommerce Payment

Many of the roles ecommerce firms manage in-house can be smoothly transitioned to an outsourced team. Customer service, live chat, inbound and outbound calls, social media maintenance, responding to email inquiries, market research and data entry are all tasks that an offshore team can handle for you. 

Outsourcing provides ecommerce businesses with highly-trained staff that don’t require time-consuming management and training. These employees can oftentimes be onboarded over the course of a week. 

The benefits of ecommerce outsourcing are numerous; below, we’ll list out some of the ways ecommerce businesses are already benefiting from partnering with BPO companies for customer service, data entry, market research and more.

What are the Benefits of Ecommerce Outsourcing?

Staff Retention

One of the most important factors ecommerce businesses should take into account when partnering with a BPO is retention. High churn is a headache for business owners and means more time spent on hiring and training new staff. By partnering with an outsourcing company with a record of high retention rates your firm can benefit from continuous investment in the staff that will be handling short and long-term BPO services. This helps your business scale and to focus on the core business instead of screening and hiring new staff.

Increased Sales

Every company needs to prop up its bottom line, and ecommerce firms are no exception. But many firms find that deploying a dedicated local sales team can be expensive and time-consuming. Utilizing a BPO center’s dedicated sales teams can help your business scale faster and quicker with data-driven sales techniques and expertise.

The knowledge and headcount of a BPO partner gives your business the tools it needs to thrive in today’s competitive market. Outsourcing these vital business functions to a call center or outsourcing company allows your firm to maintain steady growth at affordable costs, without the headache associated with increasing headcount.

Omnichannel, Omnilingual 24/7 Customer Care

In today’s interconnected economy, your next customer could come from anywhere on the planet. Finding local staff to respond to customer inquiries anytime, anywhere and in any language can be tough in your ecommerce firm’s locale. 

If your platform is online 24/7, chances are that your customers will expect minimal wait times and to troubleshoot issues on the spot. This is why many companies today turn to BPO providers who staff employees that speak many different languages and are located in different time zones. Outsourced staff can be on hand to address customer concerns on social media pages, e-mail, live chat and more in a variety of languages, all at economical rates. 

Increased Competitiveness

The many aspects of running an ecommerce business cannot be handled by one person or one firm alone. From setting up servers and websites to writing content to payment processing, there is a lot of work that goes on behind the scenes of an ecommerce firm’s shiny, sleek, customer-facing website. 

Partnering with a BPO vendor in the Philippines, India or Albania can save your business up to 70% on labor costs and give you access to a network of professionals that takes the burden of customer service, data entry and more off your shoulders, providing your firm with the competitive edge it needs to thrive. Stay focused on your core competencies and allow an outsourcing partner to do the heavy lifting for you.

Improved Flexibility

While certain in-house functions need to be maintained year-round, a lot of your business needs fluctuate with time around peak demand seasons or short-term projects. One advantage of outsourcing your projects and workload to a BPO company is that it allows your firm to maintain its agility and move faster without having to worry about hiring and retaining local staff. 

Shorten the amount of time it takes employees to onboard and stay focused on the core areas of your business so that you can keep growing. Scale up efficiently with an outsourcing strategy that allows your company to attend to its growth plan while keeping customers happy and satisfied with outsourced customer service, market research and other offerings from a BPO provider.

Benefit from Outsourced Expertise

Searching for, screening and hiring new staff is time-consuming and labor-intensive. If you’re in the ecommerce sector, your company was probably started to revolutionize the way people purchase what they need, not to juggle administrative work that can be easily managed by a remote team.

By partnering with a trusted BPO firm your company can benefit from a pool of highly-qualified individuals specially trained in your service area of interest. Sales representatives, customer care agents and market research experts are available to help your firm move forward and focus on what it does best. An outsourced team makes it easier to find employees boasting specialized skills that fit your current needs and help your firm provide the best service it can to your customers.

Discover BPO services to help your firm, today!

By outsourcing to Sara Call Center your firm can enjoy savings of up to 70% with our cost-effective labor practices. We take care of time-consuming, labor-intensive and repetitive work for your ecommerce firm to help it retain customers, boost the bottom line and keep growing at steady rates.

Get in touch today to learn how Sara Call can help your ecommerce firm with outsourced customer service, data entry and more.