Inbound and outbound: discover the secrets of the companies that sell the most in Brazil
Inbound and outbound are two different strategies for working in the area of digital marketing and growing your business' sales.
Both, alone, can generate great sales results. However, these results can become even more significant when these two strategies are combined.
Despite having different approach formats, they manage to stand out in a positive way when united.
Many companies are choosing to use these techniques together, which is why they are able to have a very relevant result in their sales.
So, if you want to increase your profits, read this article and discover the secret that is making companies in Brazil sell much more.
Difference between inbound and outbound marketing
Before we talk about how to profit more by combining these two strategies, it is very important to know a little more about the function of both when applied alone.
As said before, the two strategies have completely different approaches to each other and, therefore, it is very important to understand each one in more depth.
Inbound
The main focus of this tactic is to attract and retain customers. Using a well-known term to define this strategy, you can already understand its objective.
Also known as attraction marketing, its main idea is to attract the customer to your company, as the name itself makes clear.
Outbound
Outbound marketing is considered one of the most traditional ways of promoting brands and companies.
Therefore, this strategy is the most proactive and encompasses more conventional media such as: advertising on radios, TVs, billboards, printed materials, newspapers and magazines.
Advantages and disadvantages of inbound and outbound marketing
Both strategies can generate great results for your business. However, to choose the best one for your company, you need to know about some advantages and disadvantages of both.
Advantages of outbound
- Short-term results;
- Easily measurable;
- Contact assertiveness.
Disadvantages of outbound
- high CAC;
- Higher bounce rate.
Advantages of inbound
- Reduction of costs;
- Fully measurable strategy;
- Inbound is found at all points of digital marketing.
Disadvantages of inbound
- Complex methodology;
- For those who want quick results, this is not the best option, as your answers are long-term.
Inbound and outbound: which is the best option for generating leads?
The doubt that many people have when investing in a digital marketing industry, is knowing which one will be the most effective for your business.
However, the answer to this question is not so simple.
Therefore, before making a decision, it is necessary to analyze all the points under consideration in order to define which methodology is most interesting for your business.
To do this, it is necessary to take into account the characteristics of each type of method and the brand's objectives.
However, more important than choosing between one or the other, is taking into account that the best results can be achieved by combining these two strategies. They work very well together, complementing each other.
Currently, in the B2B sector, another strategy that, in a way, unites inbound and outbound, is gaining a lot of strength. This tactic is known as: Account Based Marketing (ABM)
Check out more about this tactic and how it is being used to generate greater results.
Account Based Marketing: discover what it is and how to put it into practice
This strategy is entirely focused on pre-defined accounts. In other words, you first select potential customers and then carry out campaigns and attract them.
This tactic avoids problems with prospecting unqualified customers who have difficulty advancing in the purchasing journey.
In short, ABM consists of taking a prospecting list with an ideal customer profile and working on it, in parallel, with your inbound marketing strategy.
ABM in practice
Putting this strategy into practice may seem easier than it really is. So, it is recommended that you have a team specialized in marketing to help you.
Therefore, I will teach you 5 steps that will help you in your process to increase sales through this strategy. Check out:
- Identify and define accounts;
- Generate list of accounts;
- Create personalized offers and content;
- Create a campaign;
- Measure results.
Therefore, I am sure that by following this step by step to the letter, it is possible to significantly increase your results.
How to sell more by combining inbound and outbound marketing?
Not always, all leads gained through outboud marketing are at the right time to make the purchase.
In many cases, they have the ideal profile to complete the purchase, however, they have not yet understood how the solution can be applied to their business, which prevents us from moving forward in the negotiation.
However, to ensure that the transaction is made, the ideal is to forward the immature outbound lead to be nurtured by inbound marketing flows. In this way, he will receive our which will keep him informed about its products, services and benefits that he can have when purchasing it.
Therefore, to integrate these strategies, the sales and marketing teams need to be very well aligned.
Furthermore, making use of marketing and sales tools is essential. This makes it possible to manage processes in an integrated way, and this is vital to optimize the functioning of these areas simultaneously.
Therefore, the increase in your results can increase significantly. Because, together, these two strategies allow you to make a profit much higher than expected.
How to choose the best strategy to increase your results
To choose the best tactic for your business, several actions must be studied to define the one that best fits your company.
Therefore, having clear objectives and analyzing your audience is one of the fundamental points for carrying out an analysis.
Another point that should not be discarded is having very well organized and structured planning.
However, although this may seem simple to some people, for digital marketing to generate positive results in your business, a specialized team is necessary.
Therefore, hiring an agency to help you choose the best strategies for your company is essential.
So, if you want to know more about these techniques and get to know the world of digital marketing better, talk to an expert and stay tuned to our blog for more content like this!
