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Sales outreach: Become a sales pro with these 11 expert tips


Sales outreach is a technique designed to attract new business. It involves representatives engaging with prospective, past, and lost leads/customers in the hopes of doing business with them. This communication is done via multiple channels like email, phone calls, social media, live chat, direct mail, one-on-one, and many others.

Expert tips for sales outreach

Below, we have listed many different trade tricks to help you become a pro at sales outreach.

1. Make an ideal customer profile

The first thing you should look out for in sales outreach is the information you have on the customers and the accuracy of that information. Once you have done that, target only those interested in what you have to offer. Researching your lead is critical here. Avoid wasting time on those who have no intention or purchasing power.

2. Choose the right sales outreach channel

After identifying your target customers, you can move on to the next step, i.e., reach out to them. Think about ways to approach them. This sales outreach can be done physically or via digital channels. If you intend to approach them in person, do your homework and find out about your potential client’s involvement in different types and kinds of professional and social events. This will help you break the ice.

On the other hand, LinkedIn is a popular platform to reach out to customers and vice versa. You have an added sales outreach advantage if you are in a B2B business since the chances are that most of your customers have active LinkedIn profiles.

3. Create effective content

Ensure you are outreaching your potential prospects with content that is relevant to them. Be it sales outreach for SEO and link building services in USA or telemarketing across the ocean, a sales pitch without meaningful content is bound to hit a dead end. Precision and conciseness are key elements. You would want to get the right sales outreach message across in the least amount of time. That is what an effective sales pitch is all about.

4. Focus on their ‘pain points’

To increase the chances of sales outreach conversion, make sure to identify your target customer’s pain points. Pain points, in simple terms, are the problems your potential customer is most likely facing. Identify these points tell them how your product directly relates to their pain point. This reflects empathy and adds a personal touch to your outreach, which the customers most appreciate.

5. Personalize your emails

Emails are still the most popular form of reaching out to prospects. They have a more formal sales outreach approach than any other digital medium. Whenever you send your prospective buyers a sales outreach email, make sure to add a personal touch. Get to know their likes, dislikes, and interests. This is a great way to start an email conversation. Your prospects will feel valued and appreciate the fact that you’re willing to put in an effort to get to know them and their needs.

6. Create a communication cadence

You don’t want to annoy one customer too much and forget about others in sales outreach. Creating a sales communication cadence can help you keep track of all your prospects and the number of times you have reached out to them. You can also keep track of the different channels you have used to reach out to them. For instance, making two phone calls, sending two emails, and leaving two voicemails. This can help you become more organized and efficient.

7. Follow up sales outreach!

A critical factor in strengthening your sales outreach is to always follow-up on your prospective customers. Most customers aren’t likely to give in right away. It will take multiple phone calls, emails, and messages to get a response. Make sure to develop new and creative ways of communicating with your prospects with every follow-up. This is a great way to establish trust and avoid being repetitively annoying!

8. Don’t get under their skin

Never over-do follow-ups! If a potential customer is genuinely not interested, no amount of phone calls, emails, or texts will convince them. Instead, they might start getting annoyed and retaliate by giving strong negative reviews. And anyway, why would you want to waste your time on someone who is not interested? You should instead invest time in looking for more prospective buyers.

9. Be updated on social media

Having a presence on social media pages like YouTube, Twitter, LinkedIn, Facebook, and Instagram have become essential for sales outreach. Buyers are more informed in this day and age than ever and tend to be active on social media. Before giving into your sales pitch, they are likely to research your product/service on social media. A poor presence on these platforms can potentially cost you valuable business. Stay updated, stay connected!

10. Keep trying new sales outreach techniques

Don’t ever stick to one way of communicating with your potential customers for sales outreach. Always keep experimenting with different channels and methods. Keep updating your sales cadence and look for something new. Be creative; use better content, add visuals and videos.

Don’t get boring by repeatedly doing the same thing over and over again. You never know which sales outreach method grasps the target customer’s attention better than the other. However, this doesn’t mean turning them away by overdoing your job.

11. Inform customers about your credibility

You can’t expect anyone to trust you out of the blue. Prospects are likely to convert if you establish business credibility. Showing them prior reviews usually gets the job done. Moreover, talk to them in their voice, communicate using words they will understand. For instance, if your target customer is a housewife, empathize with her accordingly, and be clear with what you have to offer.


These are some basic sales outreach tricks and techniques you can follow to make your sales outreach better and fruitful in terms of results. However, remember your style of sales outreach communicating and your personal touch will depend on you. No textbook or webpage can tell you how to be you. So, make sure you are well-prepared when approaching prospective customers.

About Faye Ferris

Faye Ferris is the APAC Sales and Marketing Director for, one of the world’s largest online global market places for buying and selling small-to-medium sized businesses. Faye is passionate about helping Australian small business succeed and regularly writes about entrepreneurship and business management.   Twitter Handle:

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