The discovery of inbound sales has revolutionized the way we look at marketing techniques. Outbound sales, on the other hand, requires excessive client engagement on a physical level. Businesses take different measures to notify prospects about their products and services. Some desperate mediums may include cold calling, email marketing or even door to door sales. More often than not, these approaches intimidate the prospects, rather than impress them.
An inbound sales technique attracts interested customers towards your business. A major percentage of the work is done online and automated by AI infused software. The ease in follow-up tasks and comparatively efficient results in lower financial investment was offered by inbound sales technique. Does this mean outbound sales has started losing its value in marketing?
An interpretation can be that inbound sales evolved from outbound sales. It was inevitable that the inbound sales technique be discovered. Marketing techniques have grown with media advancement. Each media platform has observed the transformations of advertisements. The effectiveness of each form has bettered from the last one. Better ad concepts attracted better sales and eventually adopted the idea of the customer coming to a business, rather than another way around. This took care of the tedious task of dealing with uninterested prospects and pulled major focus on revenue.
Interactions only occur with the interested prospects. So the success rate of those interactions would be very high. Outbound sales stood its ground for a remarkable era in the evolution of marketing. But the law of existence dictates that everything must come to an end.
Let’s take a look at pros and cons of each technique:
- Information easily accessible to a wide audience
Ads on newspaper, TV, and radio are easier to track, plus a big part of the world population has no access to Internet.
- Results are predictable
From the first moment of interactions with prospects, salespeople have a good idea of how the meeting will end. Results can always be turned around but early on, you can get a pretty clear idea of which meetings will be successful.
- Opportunity to choose the right prospects
By fishing through the leads that you get you can decide by yourself which prospects to go for.
- Real-time interactions
Sales are constantly in contact with the prospects and customers as well. It helps build trust and rapport.
- Well proven and seasoned technique
This statement speaks for itself, this technique has been very effective for so many businesses throughout the decades.
- Not the top preference of the public
Throughout the years, the general public has gotten annoyed with the constant cold calls and door to door salespeople trying to sell things.
- Cost ineffective
There’s a high possibility that in outbound sales the amount of money and time invested may not return in value.
- Inefficient time factor
Some clients take a little more time being convinced, sometimes even intentionally, to secure their investments of course. The time that could have been invested in focusing on other tasks is wasted in that endeavor.
- Higher pressure for sales rep
It’s almost tradition for business organizations to put unnecessary pressure on a salesperson, in order to provoke them to produce better sales.
- Unnecessary interruption
A business company receives at least 10 to 12 telemarketing calls every day and their emails are bombarded, too. People are being recruited for the sole purpose of dealing with these matters.
- Time efficiency
A lot of processes can be undertaken by a computer sitting in an office. This can be done quicker than having to be physically involved in those tasks.
The general public has the choice to look over the ads or the contents on their own time in their own space. They can choose the business they want to be associated with.
- Cost effective
Half of the whole job is done from the computers and the software that is used and need to be purchased only once. It yields almost same revenue as having to cold call each client or going door to door.
- Organic attention
The customers that reach out to you, do it on their own will, with the help of contents like blogs and podcasts where subtle messages are left to a target audience.
- Automated tasks
Inbound marketing depends on marketing automation platforms, in order to schedule some tasks for which you cannot be physically present.
- Unpredictable results
You have to depend on your content marketing to grab your prospect’s attention. They could stumble onto your blogs and social media posts a lot later than you published them. They might be interested, but you can never know when they are coming.
- Long process
The prospects may not learn about your business due to high competition, especially nowadays. Everyone doing their best to stay on the first page of Google can present obstacles in prospects finding you.
- Less engagement with clients on human level
As much as people prefer online shopping, the level of trust is more when you are able to interact with humans.
Ideas that generate inbound sales have been afloat for quite a long time now. But apparently, the discovery of the Internet had an integral role in the executions of those ideas. With the goal of having customers approach the business, outbound sales techniques were bound to fade away slowly. When inbound sales achieved the success in the manner they did, the technique marked its ground. With factors like time and cost efficiency, plus the absence of tedious tasks and lesser human errors, the inbound sales technique was here to stay.
Contemporary ways of living and business couldn’t be quite compatible with outbound sales. Although it might seem as though it has run its course, it hasn’t –– not just yet.
As aforementioned it’s evolved into a better form. Many tricks used in outbound sales have outgrown for some genres of business. Outbound and inbound will always be two different concepts, but they are interrelated to each other. Inbound is more dominant, but outbound sales can be said to be just on the brink of extinction. The outbound sales technique is the pioneering technique of marketing and it has stood its ground for a remarkable amount of time. It created remarkable revenues for all the companies and now it has evolved to a form that dislocated itself.