08 Aug The Art of the Outreach: Mastering Your Sales Connections

Sales outreach is not just about sending messages; it’s about forging meaningful connections that lead to opportunities. At Terra Sales Solutions we think a lot about the “how and why” of sales. We spend a lot of our time connecting with potential customers, both for ourselves and our clients. So, we thought that we would share a few insights we have into the art of outreach.

Before any outreach, you must meticulously define your ideal customer profile (ICP). An ICP is a detailed description of the type of company or customer that would benefit most from your product or service.

Questions to ask when forming your ICP:

• What solutions do they require?
• What are their pain points?
• What makes them tick?

The more you know, the more tailored and impactful your outreach will be.

Do you recognize this? A connection request arrives on LinkedIn, and your heart sinks as you click “accept” because you know the next thing will be a generic sales pitch. But you are surprised to receive a question about something on your profile, which shows they have actually read it. When planning outreach through LinkedIn or similar platforms, look for common interests, recent accomplishments, or even shared connections. This personal touch can make all the difference in a digital world that is full of cookie cutter selling.

Showing your prospect you have done your homework on every channel. Reference a recent article they shared, congratulate them on a company milestone, or mention a mutual connection. Personalization goes beyond using their name; it is about demonstrating genuine interest. And that is something very hard to fake. Show your personality in your outreach. People are more likely to connect with someone who seems genuine and approachable.

A value proposition is a clear, concise statement that explains specific benefits a customer will receive by purchasing your product or service. It focuses on the value or positive outcomes the customer will gain, rather than simply describing the features of the product or service.

The key elements of a strong value proposition are:

• Relevance: It addresses the customer’s specific needs, challenges, or pain points.
• Quantifiable benefits: It highlights measurable outcomes or improvements that the customer can expect.
• Differentiation: It sets the product or service apart from competitors by emphasizing unique advantages or superior value.

Building a value proposition for each potential client may be a slower way to connect with prospects, but it will be far more effective than the generic pitch copy and pasted into a message or email.

Respect your prospect’s time. Get to the point quickly. Use clear, concise language and avoid jargon. If you are sending an email, aim for a maximum of two or three short paragraphs. If a phone outreach, keep the small talk to a minimum. Be sure to consider the time zone of your prospect and their industry’s typical workday and week, not everyone’s weekend is Saturday/Sunday. Avoid reaching out during busy times or holidays. Experiment with different times to see when you get the best response rates.

What do you want your prospect to do after reading your message? Schedule a call? Check out a resource? Make your call to action explicit and easy to follow.

The fortune is in the follow up, but there is a fine line between persistence and being a pest. Not every prospect will respond to your first message. A well-timed follow-up can show your persistence and genuine interest. Wanda Allan, Author of ‘Follow Up Sales Strategies’ says that “80% of sales are made between the 5th and 12th contact yet, 90% of salespeople make 3 contacts or less.” If your outreach is aimed at building long term connections, patience is a virtue.

Pay attention to what works and what doesn’t. Track your open rates, response rates, and conversion rates. Use this data to refine your outreach strategy over time. Automation tools can streamline your outreach efforts but use them with caution. Personalization should always be a priority. Do not let automation sacrifice the human touch that builds relationships.

Mastering sales outreach is an ongoing process. By staying informed, personalizing your approach, and delivering value, you will increase your chances of turning prospects into loyal customers. At Terra Sales Solutions we want to give technology customers our knowledge and expertise to help them successfully develop new global markets.

To learn more about Terra Sales Solutions and how we can work with you to achieve your international expansion goals , book a conversation, and follow us on LinkedIn for the latest news. In our next blog we will look at the two tools which are vital for your sales outreach.