When most people hear the word "sales" they envision a man wearing a suit with slicked back hair trying to sell them a vacuum cleaner at their door. While that stereotype might be a little bit over the top, that is a somewhat accurate representation of Outbound Sales. The of outbound sales is to reach out to potential customers through face-to-face contact, calls or emails and move the sales process forward.
Inbound Sales is the new kid on the block. Rather than actively reaching out to others, the goal with Inbound Sales is to have others find you. When someone is looking for a product/service like what you do, good Inbound Sales techniques will deliver them to you.
So, which one is better and which one should you spend your time on? The answer isn't black and white. Let's break things down a little bit.
Outbound Sales - Misconceptions
- Traditional Outbound Sales techniques are the best/only way to generate sales.
- Outbound sales consists entirely of cold-calling and hoping for the best.
Outbound Sales - The Reality
There are Outbound Sales techniques that still hold a lot of value, however. They should not be simply cast away. Going out to events and user's groups is still a highly effective way to make contacts. Being able to engage with potential customers in person really elevates the chances of doing business with them. For the time that you do spend on Outbound Sales find some meetups in your area that targets the market niche you're looking to delve into, make some great contacts and push the sales cycle forward.
Inbound Sales - Misconceptions
- If I simply build a website people will find me.
- Inbound Sales techniques are not as commonplace or effective as Outbound Sales ones.
Inbound Sales - The Reality
Having a website is awesome. It's a necessity today without a doubt. However, just because you have a website doesn't mean that you should assume people will automatically find it.There are a LOT of websites on the internet. Creating a website that people will find with organic searches needs to be done through a well developed content strategy.
What Should You Take Away From This?