The top 2 outbound sales best practices were in Part 1 SEO Agencies’ with this article rounding out the top 5.
We’ve learned a lot of really interesting things from our SEO agency customers based on the nuances of their market and want to share our learnings with all of you.
3. What to say to them
An absolute golden rule in scaling outbound sales is staying personalized when you use automated tools to reach more people. People respond at much higher rates to relevant messages as opposed to generic mass marketing. Leading SEO agencies send custom messaging that audits a company’s current SEO and points out problems. This fear-based and opportunity-focused messaging is customized to the prospect.
Prospects generally know their current SEO isn’t good enough. Reminding prospects that the right agency expertise can lead to valuable SEO improvements has been an incredibly effective email strategy.
Our customer example in Part 1 showed us that pushing SEMrush data into SFDC and Apollo for automated emailing works very well. Since the SEO industry sees the best results with custom audits, sending thousands of audits in one automated blast is an incredible approach to drive new customers. Other great examples include sending a message saying that the prospect’s website isn’t being properly indexed and ranked by Google, or using your sales platform’s contact database not for sales, but for sending link building requests at scale.
4. When and which contacts to prioritize calling
A question we get all the time is when does it make sense to dedicate resources to call prospects on the phone, and which prospects to prioritize calling. The best answer here is to prioritize calling people who show they are engaged with your emails through their actions. When someone clicks on a link or reads an email multiple times, or even forwards it, they should be treated as a higher value contact than someone who never opened your email. All this data should be easily available in most sales automation platforms, and in Apollo you can set triggers on different thresholds to customize who you want sales reps to call. It becomes a no-brainer for salespeople to follow automated tasks on who to call, what their title is, and what emails they have engaged with.
5. How sales data can be used to find new customers
The last aid to your outbound sales process is a platform that learns based on your successes to make sure your sales is always improving. Discovering new companies you didn’t even know existed and having their contact information available immediately is a huge game changer. It is one thing to provide incredible targeting customization based on who you think you should go after, it is another for software to tell you who to target. Apollo’s AI-driven system analyzes wins by where, how, how large, and how fast you won deals and recommends all other similar companies to your best customers. A predictive AI engine combined with a database of hundreds of millions of business contacts allows for comparing your wins with the known world of people and companies most similar to your wins. The difference between a sales tool and a sales platform is a platform informs your strategy and provides insights, recommendations, and analytics to grow with you.