The Hidden Potential of Outbound Sales Strategies

Unlike selling into most industries, the $30B+ scripted TV & film business is made up of thousands of discrete projects that start up and wind down in a matter of months. The decision-makers who procure services and do most of the hiring are freelance filmmakers without a permanent office. Because of this, existing relationships and inbound sales have traditionally been the cornerstones of business growth. 

However, in an era of rapid change and intense competition, relying solely on these methods can mean missing out on lucrative opportunities. Outbound sales, often overlooked in this sector, is a strategy ripe with potential for businesses looking to expand and tap into unexplored markets.

What is Outbound Sales?

Outbound sales is more than just cold calling; it's a structured process of identifying and reaching out to potential clients who might not be aware of your services or may not have your service top of mind. This proactive approach involves several key steps:

• Lead Generation: The first step is gathering good leads. Good production leads are prospects who match your ideal customer profile and are more likely to need your services. 
• Initial Contact: Once you have a list of potential leads, the next step is making contact. This could be through calls, emails, or even social media outreach. Timing is everything when selling into TV and film production. The window to sell a production may only be a few weeks long. 
• Follow-Up: Persistence is key in outbound sales. Follow-up communications help keep your service in the minds of potential clients. Even if you lose a deal for a specific production, following up with the individual decision-maker at optimal times can improve your chances of winning the next deal.
• Closing and Relationship Building: This is where you convert the lead into a client. It involves negotiations, addressing concerns, and finally, sealing the deal. Winning a new client can result in years of repeat business given they may continue to return for your product/services on subsequent production jobs.

Defining your team's sales methodology and set of practices is key to helping your reps identify and focus on the activities that will move your prospects from one stage to the next.

What makes a good Lead?

Good production leads are the fuel of an effective outbound sales strategy. With leads, it’s not about quantity, but quality. Good production leads must be accurate and provide the intel needed to qualify for your product or service: shoot location, schedule, decision-makers, and budget. This ensures your sales efforts are targeted towards the right audience, increasing the chances of conversion. Services that provide vetted, industry-specific leads can offer a shortcut to connect with potential clients who are most likely to be interested in your offerings.

How to value the ROI of high-quality leads?

Investing in a lead service, such as ProdPro, can significantly amplify your outbound sales efforts. With access to a pool of pre-qualified leads, businesses can save time and resources that would otherwise be spent on gathering and verifying prospects. This focused approach can lead to a higher conversion rate, making the initial investment in a lead service a wise financial decision in the long run.

Why do we love Outbound Sales?

Outbound sales compel a business to refine its sales process, for both outbound and inbound. It encourages the development of a compelling sales pitch, understanding client needs, and improving based on feedback. This not only helps in acquiring new clients but also in improving overall business strategies. It also creates greater predictability in your revenue plan– by knowing what projects are coming down the pike, you can also anticipate what will come inbound.

Want to Learn More?

ProdPro tracks the scripted TV/film market with more precision, providing intel on key factors and decision-makers that matter most for our clients. Learn more about how ProdPro provides more timely and accurate transparency into what's happening in the TV/film market.