Outbound Calling Strategy: 13 Best Tips to Close More Prospects in 2023

  • Last Updated: 18 Jan 23
  • 15 min read
Outbound Calling Strategy

Are you looking for ways to close more deals in your outbound call center? If so, you’re in the right place.

But before we dive into our list of strategies, let’s first take a quick look at what an outbound call center is and how it works.

An outbound call center is a type of contact center that makes outgoing calls to customers or prospects on behalf of a client. These calls can be made for various reasons, such as B2B sales, customer service, or telemarketing.

Outbound sales call centers are typically staffed with agents trained to make high-quality calls and specialize in a particular industry or niche.

Now that you have a better understanding of what an outbound call center is, let’s take a look at the 13 best ways to close more deals in 2023 in your outbound call center.

What is an outbound Calling Strategy?

An outbound calling strategy is a campaign-based system for making phone calls to customers or prospects to generate new business. The strategy should include a script for the call, a list of targeted leads, and a follow-up plan.

Outbound calls can be an effective way to reach new customers and grow your business. However, it can also be a time-consuming and expensive process if not done correctly.

That’s why it’s important to have a well-thought-out strategy before you start making calls. With a little planning, you can create an outbound calling campaign that will help you achieve your business goals.

The outbound call center is a business function that employs customer support and/or sales representatives to contact third parties, namely customers, prospects, and other companies.

Read More: Tools to generate sales from websites

What are the Types of outbound calls?

An outbound call can be categorized into several types, each with a different purpose. Outbound calls can be classified into the following types:

1. Telesales

Telesales is an outbound call where the salesperson contacts potential customers by phone. The goal of telesales is to generate leads and close sales.

Telesales is a great way to reach out to potential customers who might not be aware of your product or service. It can also be a way to follow up with customers who have shown interest in your product or service but have not purchased it yet.

2. Lead Generation

Lead generation is a type of outbound calling where businesses attempt to generate leads through cold calls or similar methods. The goal of lead generation is to convert strangers into sales leads and then eventually into customers. 

Lead generation can be done in various ways, but cold calling is one of the most common. Cold calling is when businesses call potential leads who have not yet expressed interest in the product or service. Cold calling aims to get the lead to engage in a conversation so the business can eventually sell the product or service.

While lead generation is a type of outbound calling, it is not the only type. There are also several other methods of outbound calling, such as appointment setting, telemarketing, and market research.

Read More: Top cold calling tips to quickly convert prospects into customers

3. Qualifying Leads

Qualifying leads is another outbound calling method in which a sales representative contacts a potential customer to determine if they are a good fit for the product or service being offered. The goal of qualifying leads is to save the sales representative’s time by only pursuing leads that are likely to convert into paying customers.

A sales representative must do a few key things when qualifying a lead. First, they must establish whether or not the lead is a good fit for the product. Second, they must determine whether or not the lead is interested in purchasing the product/service. Lastly, they must establish whether or not the lead is ready to buy the product. 

If you’re a sales representative, you must learn how to qualify leads. 

4. Reminder and Welcome calls

Welcome, and reminder calls are an essential part of outbound calling. They help to build relationships with customers and keep them updated on your product or service. Here are a few tips on how to make the most of welcome and reminder calls:

  • Make sure you have a script: Having a script for your welcome and reminder calls will help you to stay on track and cover all the important points.
  • Personalize the calls: Take the time to personalize each call by adding a personal touch by setting up a customized phone greeting. This can make a big difference in how the customer perceives your call.
  • Be friendly and helpful: Remember that your goal is to build a relationship with the customer. Be friendly and helpful, and try to resolve any issues the customer may have.

5. Surveys and Market Research

Surveys and market research are outbound call techniques that can help you gather valuable information about your target market. This information can be used to improve your product or service, develop better marketing campaigns, and make more informed business decisions.

Also Read: Complete Guide to Call Center Campaign Survey

Why is Outbound Calling Important?

Besides inbound call centers, outbound call centers can be an important part of your marketing campaign. Your brand will be made more visible to potential customers, and interest in your company will be increased.

In addition, outbound calling can be beneficial to your business for the following reasons.

1. Ability to Gather Target Audience Insights

While outbound call strategy can be used for various purposes, gathering target audience insights is one of its most important functions. This is because when you make calls to potential customers, you have the opportunity to gather information about their needs and desires. This information can then be used to improve your outbound calling strategy.

2. Improves Brand Awareness and Recall

A study recently revealed that the outbound calls strategy effectively improves brand awareness and recall. The study was conducted by YouCanBook.Me and HubSpot showed that

Outbound calls result in a 14% lift in brand awareness and a 12% lift in brand recall.

This is good news for businesses that are looking for ways to improve their brand awareness and recall.

Outbound calling is a great way to reach new customers and keep in touch with existing ones. It’s a personal way to connect with customers and build relationships with many sales reps.

3.  Generates leads

Communication with customers can be done in multiple ways. Outbound calls, however, establish a personal connection with your potential customers, unlike other forms of marketing.

A marketing or sales event could also be invited to clients. Your outbound call could invite potential customers to a webinar about a topic that may interest them. It is crucial for outbound calls to know your target audience and conduct market research. 

The more you speak with them, the better. As a result, you will have a better chance of converting them into loyal customers.

How to make outbound calls?

When making outbound calls, you should keep a few things in mind to ensure you are being respectful of the person you are speaking to. 

You’ll need to take a few steps to make outbound calls successfully.

  1. First, you’ll need to determine your target customer and what kind of message you want to deliver.
  2. Next, you’ll need to find a list of potential customers to contact. Once you have a list, you’ll need to generate a script or set of questions to ask each customer. 
  3. Finally, you’ll need to make the call and try to engage the customer in a conversation.

With a little practice, you’ll be able to make outbound calls like a pro. Just remember to be prepared and respectful to your clients.

13 Best Outbound Calling Strategies to Close More Deals

There is no one-size-fits-all answer to this question, as the best outbound call guide will vary depending on your product or service, your target market, and your sales goals. 

However, a few general tips can help you create an effective outbound calling strategy.

Here are a few of the successful call center strategies for outbound calls to increase sales:

1. Set your Goals

If you’re looking for ways to increase your business goals, then consider setting goals for your outbound calling strategy. By setting goals, you can measure your progress and see whether or not your outbound calling strategy is actually working.

Additionally, setting goals will help you stay motivated and focused on your outbound calling campaign.

So how do you set goals for your outbound calling strategy? First, you need to identify what your overall goal is. This could be increasing sales, generating leads, or building brand awareness. 

Once you’ve identified your goal, you need to break it down into smaller, more manageable goals. For example, if your goal is to increase sales, you might set a goal to make 50 average outbound calls per day.

2. Know your prospects

Knowing your prospects is one of the best outbound calling sales strategies you can use to gain more sales. You can better tailor your pitch to their needs by understanding who your ideal customer is. You can also anticipate their objections and address them before they even bring them up.

Get a better understanding of your customers by determining their behavior patterns, locations, and other parameters. It will prevent you from going into the call blindly. You’ll be able to pitch your product more effectively and convince prospects to buy from you (in the end).

3. Ensure you have a Local Number of the Prospect’s Locality

Every business owner is constantly looking for ways to grow their company and increase sales. You can do this by ensuring you have a local number for prospects in their locality. By having a local number, you’ll appear more trustworthy and credible to potential customers, leading to more sales.

For instance, having the area code of Sydney phone number is good if your client is in Sydney Australia.

4. Ask the Right Questions

Asking the right questions can help you better understand your potential customer’s needs and tailor your pitch accordingly. Additionally, asking questions can help build rapport and trust with potential customers, which can make them more likely to do business with you.

So what are the right questions to ask? Well, that depends on your product or service and your target market. But in general, you should ask questions that will help you understand the customer’s needs, wants, and pain points. 

Additionally, avoid yes or no questions, as these can lead to dead-ends in the conversation. Instead, opt for open-ended questions that will help you keep the conversation going. 

5. Use a sales script

Scripts are pre-written sets of questions and responses that salespeople can use when calling potential customers.

When used correctly, sales tips can be an extremely effective tool for making outbound calls. It can help salespeople to sound more professional and polished, and it can also help to keep the conversation on track.

Additionally, a sales script can be a great way to ensure you cover all the important points you need to make a sale. 

Helpful:

Home Improvement Telemarketing Scripts that Actually Works

Telemarketing Script for Cleaning Services Scripts

Merchant Services Telemarketing Scripts

6. Learn to Handle the Rejection

Rejection is a part of life, especially when it comes to sales. But rejection doesn’t have to be a bad thing, and it can be a good thing. You can actually gain sales if you learn how to handle customers’ rejections properly.

Here are a few tips on how to handle rejection and use it to your advantage:

  • Don’t take it personally: It’s important to remember that rejection is not a reflection of you as a person. It’s just a part of the process.
  • Use it as motivation: Use rejections as a way to motivate yourself to do better.
  • Learn from your mistakes: If you’re getting rejected, take a look at your sales pitch and see if there’s anything you can change. 

The fear of rejection shouldn’t stop you from making the next call or even sounding demotivated. A negative approach won’t help you perform to your best potential.

📖 Learn: How to handle angry customers in a call center

7. Narrate a Customer Story

Consider narrating a customer story as part of your outbound calling process. When you take the time to tell a customer story, you are showcasing your company in the best possible light. You’re showing that you care about your customers and their experiences. And you’re demonstrating that you’re willing to go above and beyond to help them succeed.

All of this comes together to create a powerful sales tool to help you close more deals and increase your overall success. So if you’re looking for a way to boost your outbound calling, start by narrating a customer story.

8. Leverage the Right Tech

By leveraging the right outbound calling software, you can ensure you have all the information you need to make successful calls. This software can help you keep track of your leads, track your call volume, and even help automate some of the more repetitive tasks involved in outbound calling.

This will free up your time to focus on the most important part of the process: making the sale.

9. Review calls for Future Success

As a sales representative, part of your job is to listen and manage customer feedback and use it to help improve your sales process. After each customer call, take time to review the conversation and make notes on what went well and what could be improved.

This type of reflection is a great way to identify areas of your sales process that may need improvement. And by making small tweaks to your process, you can close more deals and be more successful in your career. So take some time to review your calls regularly and use the feedback to your advantage.

10. Follow up with New Values Every Time

Sales representatives who are effective at follow-up are typically more successful at closing deals. When you take the time to follow up with new leads, you’re showing them that you’re interested in doing business with them. This can go a long way toward building trust and rapport, which are both essential for closing deals.

11. Never Stop Learning

As the name implies, outbound marketing entails the proactive pursuit of potential customers. This can include activities like advertising, email marketing, event marketing, and more.

The key to success in outbound marketing is never to stop learning. A better understanding of your target market will make your marketing efforts more effective. Additionally, as your understanding of outbound marketing grows, you’ll be able to experiment with different tactics and find what works best for your business.

You can take your marketing strategies to the next level by reading, experimenting, and growing your knowledge.

12. Focus on the Time Duration 

In today’s business world, the most successful salespeople know that the key to closing more deals is to focus on the duration, not the outcome. By focusing on the length of the sales process, you can increase your chances of success and close more deals.

Here’s why: when you focus on the duration, you are more likely to identify potential problems early on and address them before they become deal-breakers. Furthermore, you are more likely to get your client’s trust and build a rapport, making them more likely to do business with you.

So if you want to close more deals, stop worrying about the outcome and focus on the journey. Doing so will increase your chances of success and close more business.

13. Quickly Build Trust and Rapport

Sales representatives who take the time to build rapport and trust with their customers are more likely to see success in their outbound calling strategy. Why? Because when customers trust and feel comfortable with a sales rep, they are more likely to listen to their pitch and consider buying what they’re selling. 

Think about it from your own perspective. Would you be more likely to purchase from someone you trust and have a good relationship with or someone you don’t know and who is just trying to hard-sell you? The answer is usually the former. 

So if you’re looking to boost your success in outbound calling, start by building trust and rapport with your customers. It may take a little more time upfront, but it will pay off in the long run.

Conclusion

When it comes to conducting outbound sales calling, getting started is often the most challenging part.

If you’re looking to generate leads and sales for your business, one of the best things you can do is implement an outbound calling strategy.

Outbound calling is a method of proactively reaching out to potential customers rather than waiting for them to come to you. And when done right, outbound calling can be an extremely effective way to grow your business.

Bivek Khatiwada

Bivek Khatiwada is a Senior Analyst at KrispCall with a wealth of knowledge in VoIP, virtual phone systems, and cloud call centers. His expertise allows him to elucidate the benefits and advancements of modern communication technologies.

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