Outbound vs. Inbound Prospecting: What’s the Difference?

If a company is struggling with sales prospecting, they may have an evaluation of their current practice, concluding that a change is necessary. Assessing the difference between outbound and inbound prospecting gives a business insight into whether their current method is working or if they should shift their focus elsewhere.

Outbound Prospecting

Outbound sales prospecting is a method that requires the salesperson to have a short memory. When some people think of selling a product or service, they may imagine themselves at a desk with a list of names and a phone glued to their ear. That is what outbound prospecting is, and it requires salespeople to have a short memory because there is more rejection when you’re calling folks out of the blue.

Because of its invasive nature, outbound prospecting has a negative connotation from several companies. Still, it is valuable in various circumstances, especially if you develop a rapport with the person or company you contact.

Outbound Pros

With an outbound strategy, the company will get its name out there and become a household name, increasing brand awareness.

If it feels like you’re bombarding customers with your materials, you can tone it down a notch without an issue; outbound prospecting is very adjustable.

When fishing from a big pond, there’s a greater chance of catching a fish. Outbound sales prospecting is like fishing in a large pond full of fish (businesses) that meet the perfect client profile. This type of prospecting opens your business to more potential.

Outbound Cons

Without a quality SDR team, you may see many people come and go, leaving your business with a high turnover rate.

An outbound salesperson needs to sell their product or service harder than an inbound one, so they must prepare a stronger selling pitch.

It may take longer for sales to finalize with outbound sales because you’ll need to work harder to get a sale, resulting in a longer closing rate.

Inbound Prospecting

Inbound prospecting is a strategy that generates leads by producing content and letting the potential customers supply their contact information to further business in the future. Typically, an inbound sale doesn’t require a salesperson to put on their selling hat and attack, considering that the client came to them first.

Anyone who engages with you, or your company, is a lead. Going after the ones who initiate contact limits the potential client pool, which is why having an outbound sales team is beneficial.

Inbound Pros

There isn’t as much back and forth when working with a client already interested in your offer, ensuring a smooth transition.

Inbound prospecting gives your business instant feedback. By requiring the client to initiate the conversation, you know what strategies are effective. Ergo, you can steer your content towards things that work.

Inbound Cons

You will need to stand out from the crowd, making it challenging for others to notice you. This type of prospecting is highly competitive. Additionally, it takes extra time and effort to create innovative content for your company that causes a buzz and draws people’s interest.

After learning the differences between outbound and inbound prospecting, you know which strategy resonates with your company. With elite SDR outsourcing companies like Racket Reps helping companies across the United States, there is no limit to what you can achieve.

For over three decades, Racket Reps has closed sales and increased sales growth for anyone who employs our expert salespeople. Please contact us today to see how we can help you reach your goals.