By Harshal Wahane Published on : Sep 12, 2023
Here’s the fact: You need an excellent inbound lead generation strategy to take your business to a higher level of success.
But is inbound lead generation enough?
It is important to reach every potential customer. Doing so not only provides you the opportunity to increase lead generation, but your brand also gets recognized by more people.
Can inbound lead generation alone reach every potential lead?
Although inbound lead generation is extremely crucial to any business, the obvious answer to this question is no. There is a certain limit to which your inbound leads are bound to come. It may increase from time to time but can never reach everybody.
This is where the concept of outbound lead generation comes into play. It allows you to reach where you weren’t able to reach earlier.
So, how do you devise a working outbound lead generation strategy?
Even after knowing how to devise an excellent strategy, is outbound lead generation really effective?
In this blog, we explain the step-by-step process where all your questions will be answered, and you will come up with a better idea to elevate your growth curve.
Dive right in!
Every company has a different process for outbound lead generation, but the main purpose stays the same. The end goal is to engage with potential leads and turn them into customers.
Below are the mentioned steps that will help you understand the outbound lead generation process in depth:
The very first step in the outbound process is to recognize your target audience and segment them accordingly.
This step is very crucial as it diminishes the possibility of your sales team spending time selling to inaccurate people and pitching the wrong product to the target audience.
When you identify your target audience at the initial stage, you generate leads that carry the highest potential to result in sales, saving your time and resources.
After identifying your target audience, you must segment them into small groups to form better strategies and pitches accordingly.
When you are done recognizing and segmenting your target audience, you must jot down a list of people that perfectly fit your ideal customer profile (ICP). You need a dedicated team that focuses solely on the task for lead generation purposes.
Other options include outsourcing the task to an excellent B2B lead generation agency. When you outsource this task to an agency, you save a lot of time to focus on other tasks at hand while they generate highly qualified leads for you in less time.
It is now the moment for your sales squad to embark on their outreach efforts. They must reach out to the prospects on their roster, utilizing either cold calling or cold emailing methods, to ascertain their suitability.
Through lead assessment, the sales team can distinguish between prospects that exhibit a higher likelihood of resulting in qualified leads and those that do not, referred to as unqualified leads. This is accomplished by gathering additional information from the prospects via a series of qualifying inquiries and assessing their particulars against the standards laid out in your service-level agreement (SLA). Those prospects that align with the criteria specified in your SLA are officially designated as “sales-qualified leads” (SQLs).
The ultimate objective in the outbound lead generation process is achieving a successful closure, wherein the lead transforms into a paying customer.
This phase involves more than just obtaining the client’s signature on a contract. It often entails garnering support and approval from various decision-makers, engaging in negotiations with the prospective customer, and presenting multiple quotes or proposals as necessary.
Upon successfully sealing the deal, the customer transitions to the care of a Customer Success Manager and an Account Manager, who will continue cultivating the relationship and exploring additional product offerings.
Now that you know outbound lead generation to the depths and how it functions, you are well equipped with the knowledge to understand better the strategies that can certainly elevate your growth curve to the highest level.
Email marketing is a tried-and-true method for outbound lead generation. Create targeted email campaigns that resonate with your audience’s pain points and needs. Personalization is key here; use the recipient’s name, segment your lists based on their preferences, and craft compelling subject lines. Include a clear call to action (CTA) and make it easy for recipients to take the desired action, whether it’s signing up for a webinar, downloading an e-book, or requesting a demo.
Additionally, consider utilizing marketing automation tools to streamline your email marketing efforts, schedule follow-ups, and track engagement metrics to refine your approach.
While it may seem old-fashioned, cold calling can still be an effective way to reach potential customers. The key to success in cold calling is proper research and a personalized approach. Before making a call, understand your prospect’s pain points, industry challenges, and how your product or service can provide a solution. Prepare a script that outlines the value you can offer and be ready to address objections.
Remember, cold calling is about building relationships, so being polite, respectful, and professional throughout the process is essential. Consider integrating CRM software to track your interactions and gather valuable prospect data.
LinkedIn has become a powerhouse for B2B lead generation. You can leverage the platform to connect with potential clients, share valuable content, and engage in meaningful conversations. Create a professional and informative LinkedIn profile that showcases your expertise and industry knowledge.
To maximize your reach, join relevant groups and participate in discussions. Use LinkedIn’s advanced search features to find decision-makers in your target industries and send personalized connection requests and messages. Share valuable content, such as blog posts and case studies, to establish yourself as a thought leader in your niche.
In a digital world, receiving a physical piece of mail can be a pleasant surprise. Direct mail marketing allows you to send personalized messages, brochures, or promotional materials directly to your prospects’ physical addresses. While it may require a higher investment compared to digital channels, it can yield impressive results.
To make your direct mail campaigns successful, ensure that your messaging is compelling, your design is eye-catching, and your call to action is clear. Consider using tracking methods like unique QR codes or personalized URLs to measure the campaign’s effectiveness.
Participating in industry-specific events, conferences, and trade shows provides excellent opportunities for outbound lead generation. These events allow you to connect with potential clients face-to-face, which can be highly valuable in building trust and credibility.
Before attending an event, research the attendees and schedule meetings with decision-makers or key prospects. Prepare an engaging elevator pitch that highlights your unique value proposition. After the event, follow up promptly with personalized messages and provide additional information or resources based on your conversations.
Outbound lead generation strategies remain relevant and effective in today’s business scenario. By incorporating these five strategies into your marketing plan, you can expand your reach, engage with potential customers, and boost your conversion-focused lead generation . Remember to continually analyze your efforts, refine your approach, and adapt to the evolving needs of your target audience to achieve the best results.
Outsource your lead generation process to capable hands.
Here’s the fact: You need an excellent inbound lead generation strategy to take your business to a higher level of success.
But is inbound lead generation enough?
It is important to reach every potential customer. Doing so not only provides you the opportunity to increase lead generation, but your brand also gets recognized by more people.
Can inbound lead generation alone reach every potential lead?
Although inbound lead generation is extremely crucial to any business, the obvious answer to this question is no. There is a certain limit to which your inbound leads are bound to come. It may increase from time to time but can never reach everybody.
This is where the concept of outbound lead generation comes into play. It allows you to reach where you weren’t able to reach earlier.
So, how do you devise a working outbound lead generation strategy?
Even after knowing how to devise an excellent strategy, is outbound lead generation really effective?
In this blog, we explain the step-by-step process where all your questions will be answered, and you will come up with a better idea to elevate your growth curve.
Dive right in!
Every company has a different process for outbound lead generation, but the main purpose stays the same. The end goal is to engage with potential leads and turn them into customers.
Below are the mentioned steps that will help you understand the outbound lead generation process in depth:
The very first step in the outbound process is to recognize your target audience and segment them accordingly.
This step is very crucial as it diminishes the possibility of your sales team spending time selling to inaccurate people and pitching the wrong product to the target audience.
When you identify your target audience at the initial stage, you generate leads that carry the highest potential to result in sales, saving your time and resources.
After identifying your target audience, you must segment them into small groups to form better strategies and pitches accordingly.
When you are done recognizing and segmenting your target audience, you must jot down a list of people that perfectly fit your ideal customer profile (ICP). You need a dedicated team that focuses solely on the task for lead generation purposes.
Other options include outsourcing the task to an excellent B2B lead generation agency. When you outsource this task to an agency, you save a lot of time to focus on other tasks at hand while they generate highly qualified leads for you in less time.
It is now the moment for your sales squad to embark on their outreach efforts. They must reach out to the prospects on their roster, utilizing either cold calling or cold emailing methods, to ascertain their suitability.
Through lead assessment, the sales team can distinguish between prospects that exhibit a higher likelihood of resulting in qualified leads and those that do not, referred to as unqualified leads. This is accomplished by gathering additional information from the prospects via a series of qualifying inquiries and assessing their particulars against the standards laid out in your service-level agreement (SLA). Those prospects that align with the criteria specified in your SLA are officially designated as “sales-qualified leads” (SQLs).
The ultimate objective in the outbound lead generation process is achieving a successful closure, wherein the lead transforms into a paying customer.
This phase involves more than just obtaining the client’s signature on a contract. It often entails garnering support and approval from various decision-makers, engaging in negotiations with the prospective customer, and presenting multiple quotes or proposals as necessary.
Upon successfully sealing the deal, the customer transitions to the care of a Customer Success Manager and an Account Manager, who will continue cultivating the relationship and exploring additional product offerings.
Now that you know outbound lead generation to the depths and how it functions, you are well equipped with the knowledge to understand better the strategies that can certainly elevate your growth curve to the highest level.
Email marketing is a tried-and-true method for outbound lead generation. Create targeted email campaigns that resonate with your audience’s pain points and needs. Personalization is key here; use the recipient’s name, segment your lists based on their preferences, and craft compelling subject lines. Include a clear call to action (CTA) and make it easy for recipients to take the desired action, whether it’s signing up for a webinar, downloading an e-book, or requesting a demo.
Additionally, consider utilizing marketing automation tools to streamline your email marketing efforts, schedule follow-ups, and track engagement metrics to refine your approach.
While it may seem old-fashioned, cold calling can still be an effective way to reach potential customers. The key to success in cold calling is proper research and a personalized approach. Before making a call, understand your prospect’s pain points, industry challenges, and how your product or service can provide a solution. Prepare a script that outlines the value you can offer and be ready to address objections.
Remember, cold calling is about building relationships, so being polite, respectful, and professional throughout the process is essential. Consider integrating CRM software to track your interactions and gather valuable prospect data.
LinkedIn has become a powerhouse for B2B lead generation. You can leverage the platform to connect with potential clients, share valuable content, and engage in meaningful conversations. Create a professional and informative LinkedIn profile that showcases your expertise and industry knowledge.
To maximize your reach, join relevant groups and participate in discussions. Use LinkedIn’s advanced search features to find decision-makers in your target industries and send personalized connection requests and messages. Share valuable content, such as blog posts and case studies, to establish yourself as a thought leader in your niche.
In a digital world, receiving a physical piece of mail can be a pleasant surprise. Direct mail marketing allows you to send personalized messages, brochures, or promotional materials directly to your prospects’ physical addresses. While it may require a higher investment compared to digital channels, it can yield impressive results.
To make your direct mail campaigns successful, ensure that your messaging is compelling, your design is eye-catching, and your call to action is clear. Consider using tracking methods like unique QR codes or personalized URLs to measure the campaign’s effectiveness.
Participating in industry-specific events, conferences, and trade shows provides excellent opportunities for outbound lead generation. These events allow you to connect with potential clients face-to-face, which can be highly valuable in building trust and credibility.
Before attending an event, research the attendees and schedule meetings with decision-makers or key prospects. Prepare an engaging elevator pitch that highlights your unique value proposition. After the event, follow up promptly with personalized messages and provide additional information or resources based on your conversations.
Outbound lead generation strategies remain relevant and effective in today’s business scenario. By incorporating these five strategies into your marketing plan, you can expand your reach, engage with potential customers, and boost your conversion-focused lead generation . Remember to continually analyze your efforts, refine your approach, and adapt to the evolving needs of your target audience to achieve the best results.
Outsource your lead generation process to capable hands.
