Before listing the main reasons, it is important to define what active prospecting means .
Basically, it is the prospecting method where sales teams use a database as a source to directly contact their prospects.
In this article, I will briefly explain the main reasons for france business email list investing and working with this type of prospecting in B2B sales . Let's take a look at them:
Reach the right customer faster
Unlike Inbound (passive prospecting) – where you need to wait for your potential client to get in touch – in outbound prospecting you choose who you want to prospect.
This way, you will spend energy on those who really have the profile to be your client, optimizing your efforts in relation to generating new business opportunities.
Active prospecting: talk to the customer before your competitor does
With the high level of competition and competitiveness in today's world, it is increasingly necessary to be one step ahead. In this sense, outbound allows you to reach the lead before your competitor.
It is very important to build a relationship of trust, providing security throughout the qualification process.
Be sure that, at that moment, you may not close a deal, but when the company really needs you, they will remember you!
Gain scale and predictability
Outbound allows you to have greater control over your sales funnel . With a qualified team, you can scale the number of opportunities and meetings scheduled, which means you can make your sales process predictable .
For example: if I need 10 opportunities to close 1 sale , I can make a projection to increase this number of opportunities to actually reach the established goal.
This predictability does not occur in passive prospecting , as you have no control and depend solely and exclusively on the customer coming to you. This can generate some anxiety regarding the continuity of the business.
Faster ROI in Outbound Prospecting
Outbound happens more quickly. Compared to inbound , you don't have to wait for your potential customer to contact you . You know that your solution can solve a problem for your lead.
This way, you have strong arguments to contact him and convert it into a business opportunity.
It may seem simple, but it requires a lot of planning, organization of processes and use of techniques that we will see in the next articles.