Time for the Outbound Model to Change

We all know how difficult it is to capture our prospects attention & it seems even more so now that the buying window is shrinking according to multiple studies. We also know the difficulties it is to get a prospect on the phone or to have them respond to an email & the noise is only getting louder on social channels.

Buyers are more informed than ever before, & the old outbound model of churning out a couple hundred activities a day no longer is a viable process for prospecting. Buyers already know the problems they are struggling with & they know or have a short list of vendors they wish to partner with in order to help solve such problem.

So how do those of us who are prospecting outbound stop slamming our heads agains a cement wall & start generating some traction?

We need to start creating content that educates & resonates with our buyers so that when they are searching or performing research our product/services are at the top of their lists. Now you might be thinking I'm creating content now. Or I can't crank out the kind of contentthat I see folks doing every day. Here's a secret you don't have to pump out tons of content every day. You need to be consistent though & mix it up between short content, long content, writen content, video content, & across multiple platforms if you feel your prospect is active on more than one channel.

Buyers have become accustomed over the last year of frictionless purchasing experiences in the consumer space so these folks want similar if not the same experience in the business world.

As someone who prospects on a daily basis & has been doing so for over a decade I will be quite honest I’m a little apprehensive of what the future holds for prospecting for new business.

Will tactics that have been working for so long continue to do so? I’m not sure the correct answer but what I do know is that our prospects are tired of being bombarded & spammed to death so it’s time that we make a shift in how we engage with them.https://theoutboundsalesguy.com/