In Outbound marketing, if you come into contact with a thousand leads in 1 month, you already have a large enough sample to validate whether your personas, your speech and your communication are correct, while the average time for the Inbound process to fully mature in a company varies from 6 months to 1 year.
With that, we conclude that even to validate your passive prospecting strategies you need to go to market actively to save your team’s time and efforts. After all, we know that nothing is more annoying and laborious than changing the positioning of your brand/company.
Assertiveness of contact
As we explained at the beginning of new zealand telegram data this article, in the new Outbound you objectively choose who you want to talk to. Personalizing the sales contact increases the final conversion, since the buyer is speaking directly to another person.
In a complex sales scenario, for example, Outbound is ideal, as people are more likely to make the purchase if the process is carried out in a consultative manner.
All the salesperson needs to do is position themselves as a market expert, being aware of all the pain points and goals their target has, and using that in their pitch — that’s exactly what an Outbound rep does.
What are the disadvantages of Outbound Marketing?
However, not everything is perfect. methodologies used by the community manager Therefore, we list the two main disadvantages of this strategy:
Higher cost of customer acquisition
To have an outbound process running, you need to have a highly skilled team of salespeople. And, the more the process grows, the more salespeople will be needed.
Hiring is a positive point because it is a strong indication of the company’s growth, but the cost of hiring is high and has a direct impact on your cash flow.
Sponsored links, then, are a permanent investment. As soon as you stop paying, the results stop coming.
That doesn’t mean that inbound marketing is cheaper: it also has its costs. However, an inbound process generates long-term results.
Money invested in content production today will continue to yield results for several years. On the other hand, money invested in Ads today brings returns only during the period purchased.
Therefore, the customer acquisition cost is higher, which will only compensate if the average ticket is also high.
Rejection of potential clients
One of the biggest questions that g seo work Outbound professionals have is: “How do you capture a person’s attention and make them respond to your stimuli?”
Reaching a large portion of the population became relatively easy with the expansion of the Internet, so people ended up bombarded with tons of calls, emails and all kinds of propaganda.
To protect ourselves from this “attack”, we resort to ad-blocking plugins on the Internet, as well as email filters and applications to reject calls. In other words, your communication is rejected by many before it is even noticed.
Of course, the more assertive the profiles of your smart leads are, the easier it will be to create segmented and personalized communication.
But gathering this information also requires some resources, such as time and money. That is why Outbound is not always recommended, as we will explain below.
The choice between Inbound and Outbound
To help you understand which strategy is ideal for your case, we are going to use the analogy of the red ocean and the blue ocean.
If you are in a highly competitive market on the Internet, with an intense fight for the top spot on Google, you are in a red ocean. However, if your market is still very new and you are very good at ranking, you are in a blue ocean.
Companies in the red ocean may not achieve good results with Inbound unless they have been making that investment for some time.
Companies in the blue ocean have a better chance of generating revenue through inbound, as they have a clear path to building their authority.
Remember to also take into account the average ticket and the profile of the clients. In the end, it is not worth having a sales team to prospect clients with a low average ticket, which does not pay the cost of your process.
Likewise, there’s no point in producing content for someone who doesn’t consume it, right?
But these are just a few cases, because there are also companies that can do both strategies and generate much more income! Do you want to know which ones they are? Look below:
How to combine Outbound Marketing and Inbound in your company?
As we have already stressed several times in this article, Inbound and Outbound are not mutually exclusive. What’s more, when the two strategies work together, they can bring impressive results. However, it is essential that the company has the profile to implement them.
To help you understand better, we list some situations that show the positive relationship that is generated when the two work together.
Red ocean
Yes. Despite not having much potential a priori, Inbound can also bring good results in a highly competitive scenario if it is aligned with Outbound marketing.
In the short term, the Outbound team is responsible for revenue generation, while the Inbound team focuses on stealing top Google rankings through SEO techniques.
As your inbound pipeline grows, you direct your Outbound team’s efforts to close strategic accounts that require more work from the salesperson.
Lead qualification
Most sales professionals have already been in the situation of making a sale that took ages to close, with countless meetings to explain how the product works and how it affects the lead’s daily life, negotiation of values, and even demonstrations of how the solution works on a day-to-day basis.
But did you know that the content produced by your Inbound can help you shorten your sales cycle?
When you notice that a lead has many questions during prospecting, try to recommend rich material, such as an e-book or a whitepaper.
That way, the lead will arrive at the next meeting more prepared to understand how the solution can help them, shortening your sales cycle.
The material will be available 24 hours a day, 7 days a week to clarify any possible doubts and, as a seller, you know the issues that interest them and how to create urgency so that the lead consumes the content.
If the lead is still not there at the point of purchase, you can place them in a nurturing flow and qualify them until the time comes to resume contact with a salesperson.
Lead Fishing
Just as you use Inbound pipelines to qualify leads that haven’t closed, you can use the Inbound lead database to generate opportunities for your sales team.
Simply “fish” your database for contacts who have already gone through all the stages of the funnel, consumed relevant content and provided all their personal information (name, email, phone number, company, etc.).