Deciding on a multi-channel approach is usually the better option instead of using just a single channel. A single channel means contact with prospects less often than your competitors and makes it easier for you to be forgotten.
A multi-channel approach builds relationships.
A company needs to plan its sales channels accordingly and has to set up a strategy.Working with an external partner
should always be considered to help you save time and money before setting up and managing an in-house sales team.Use multiple channels to be independent
Channels saturate or are abandoned as markets shift.
Consequently, having alternatives keeps any potential decline in your channel from lowering your outcomes. The congestion of prospects' inboxes, for instance, wouldn't hurt you if you were employing both email and LinkedIn outreach.
Similarly, if one of your channels like email is no longer working due to email deliverability issues
, for example, you still have other channels to focus on and use.
Several channels will make sure that you can always reach out to your prospects.Multiple channels will show which one works the best for you
By testing out different channels, you might discover one that offers you a superior return on investment.
For example, switching to a hybrid approach with email outreach may improve your outcomes if you were previously employing cold calling to reach out to prospectsMore options to get in touch with prospects
By contacting a prospect through a variety of channels, you are more likely to discover the one that works best for them. A multichannel outreach strategy boosts a prospect's chances of seeing your message and replying.
Different sales channels can also target different audiences.
If you have different target groups, you can find out which channel is the best for each one to create contact. This is a result of the various preferred contact methods that each prospect
If you reach out to decision-makers in multiple channels, they are more likely to trust that you're reaching out to offer real value.
But be careful with sending multiple conflicting messages. This can destroy your first good impression.It's not all about revenue to evaluate the performance of a channel
At the end of a campaign, you want to see which channel works well and which one isn't performing as expected. But a channel giving low revenue may still be beneficial to some customers and profit may be high.
You have to consider if outreach on LinkedIn does not create high revenue for your company that it's still an effective platform to nurture connections and raise brand awareness
If you can make people aware of your brand or give them useful information about your company's product or service first, they are more likely to start a conversation after receiving an email from your company.
Did you know that 80% of B2B leads come from LinkedIn
Social media in general can be used to make connections first and then follow up with emails or phone calls to convince your prospect of your proposal or vice versa.
You might think that managing multiple channels is going to take you a lot of time and money. There are many tools and platforms that you can use to manage your cold outreach via different channels: keeping an overview of all your channels is easier.
The only problem with using multiple channels is that when your company wants to run an in-house sales team, there will be corporate limitations to what they can do. And you really need to consider all the costs that will occur by using all the channels. Equipment, salary, training
- they can all be expensive spending for a successful sales team.
This is why it is always worth considering outsourcing one or more channels for cold outreach.