Every business across the globe uses customized outbound lead generation strategies to reach potential customers, intending to market the features of its product or services to its target audience.
Outbound sales happen by the seller goes to the lead to sell a product or service. This is a process of manually targeting and approaching them through various strategies to reach out to potential leaders in the market.
This process is usually done by a marketing professional, salesperson, or team. Outbound lead generation tactics differ for different businesses due to the other operations, methodologies, and markets. Hence, creating good outbound lead generation strategies is challenging. This blog will elaborate on some exciting tips for developing the best outbound lead generation strategies.
What Is a Lead?
A lead is a person who has expressed interest in your product or services. Establishing a content marketing campaign where customers are attracted to purchase the product or services is advisable.
What Is Outbound Lead Generation?
Outbound Lead Generation refers to the marketing approach to reach the target customers about your product or services. This approach benefits marketers with the advantage of reaching out to a wider set of leads. These outbound leads are now not aware of your brand but have the potential to become your customers.
This process will result in two types of leads. Based on their interest in your business, and their position in the sales funnel, they can be classified into two types.
Marketing Qualified Leads or MQL – The people who have shown interest in your product or services through your website by social platforms.
Sales Qualified Leads or SQL – These people are selected through your sales representative teams and are ready to discuss the next stage of processing your product or services.
Classifying these leads into MQL or SQL directs the sales and marketing teams to understand where to increase their efforts.
The Aim of Outbound Lead Generation Strategies
Outbound lead generation strategies aim to reach out to potential customers about your products or services and to make them interested in rendering those offers. The sales and marketing teams are usually responsible for follow-ups of these leads after implementing these strategies.
The Difference between Outbound Lead Generation vs. Inbound Lead Generation
Outbound lead generation is a way to engage with potential customers who don’t know about your product or services and research the right people to target. In contrast, Inbound lead generation receives incoming calls from customers.
Inbound lead generation, the customers show interest in your product or services and use inbound marketing strategies to attract their potential target audiences. In outbound lead generation, it gets potential customers interested in your product or services.
Examples of outbound lead generation are cold calling, emails, radio, TV, presentations, and in-person contact.
Examples of inbound lead generation are downloading brochures, filling out forms, and calling the sales team after referring to an article.
|Inbound Lead||Outbound Leads|
|Inbound leads are those who have shown interest in your business.||Outbound leads are the new potential customers who do not yet know about your business.|
|The customer initiates the process.||The marketer initiates the conversation.|
|The conversation continues with the customer’s consent.||It mostly involves unsolicited communications.|
|The customer decides where and how to contact.||Marketer decides the time and medium of the initial communication.|
|Call or email the customers who got attracted through blogs, social media posts, and advertisements.||Communications are mostly cold outreach, like direct emails and cold calls.|
|Examples: form fills, resource downloads, sign-in data, and website visitors.||Examples: Cold emails, cold calls, in-person contact, flyers, and events.|
10 Tips for Creating Effective Outbound Lead Generation Strategies
1. Cold Calling
Cold calling is a practice of contacting a potential customer who has not expressed interest in your product or services with the sales representative team to make a deal happen.
Through phone calls, the salesperson knows whether the lead is interested in their product or services. If the lead does not express any interest in the product or service, the salesperson makes them fall in the category of cold calling.
2. Cold Emails
A cold email is an unsolicited email sent to a person without any previous contact record. A cold email is sent to the person with a message related to sales or an opportunity to market the product or services. In simpler terms it is messaging the person who is a stranger for a particular reason is cold emailing.
Cold emails should not cross the 200 limits daily, and the person responsible for following up with these emails. They should be held accountable when this type of process is not done during the strategy’s implementation process.
Referrals help to attract potential customers by way of relationships. The relationships can be between friends, blood relations, or business partners.
It is the act of referring someone or something for review or further action, it helps to share information about the product or services you offer, and by making the deal happen, it helps improve the quality of relationships.
4. Social Media Platforms
Social media aids in attracting potential customers. People can use serval social media platforms, which can be accessed across the globe.
Social media platforms are the most popular option for an effective outbound lead generation process since it is accessed by a wide range of people worldwide.
5. Pay-Per-Click (PPC)
Pay-Per-Click is an internet advertising technique used to drive traffic to websites, in which the person who wants to advertise pays the publisher when their ads are clicked.
Google Ads is a tool that enables Pay-Per-Click. It is one of the most successful forms of digital marketing. In March 2022, the average monthly cost-per-click (CPC) in Google Ads search advertising in the United Kingdom stood at 1.48 U.S. dollars and was the highest among the 38 countries in the data set.
A follow-up to gather more information or to evaluate the previous action. It also helps to assess your marketing strategies for implementing these strategies to the right prospects.
The marketing or the sales team is held responsible if the product or services do not reach the potential target audience, failing to follow up through an email after a call breaks outbound campaigns.
Presentations help to make the target audience more aware of your product or services. It can be done in webinars or another form that reaches the customers.
Presentations can be of different types, which can consist of informative, instructional, decision-making, or objective presentations. It is essential to choose the right strategy which will work for the business.
Outreach is a sales engagement tool that works to engage leads and prospects across your potential target customers.
Outreach through multi-channels, such as blogs and podcasts, help businesses to share information about their products or services with potential targets. Outreach is integral to the inbound strategy and allows people to recognize the brand.
9. Social Selling
Social selling also involves the process of the in-contact person and meeting to share information about your product or services with potential customers.
Social selling is about socializing with people to enquire about their interest in the product or service. It is one of the most effective outbound sales strategies. It also enables customer relationship management to have a healthy relationship with the right prospects.
Advertisements call the public’s attention to something, typically a product or service. This means the communication in which a product, brand, or service is promoted to attract customers’ interests. Advertisements can be of any form, and they can be related to newspaper ads, posters, or written texts.
Social media ads help to advertise information about your products or services to your potential customers.
Outbound lead generation strategies provide tools to market their products and services, it requires efforts to follow up after implementing these strategies, and it has to meet the requirements of the potential targets to satisfy the customer’s needs, which is the ultimate goal of the business. These strategies suggest methods that work to attract potential customers in the market. Outbound processes for lead generation are classified into Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL) for the sales and marketing team to understand where to increase their efforts for generating leads. So if you are a growing organization, outsourcing lead generation services will be your best option, and if you’re looking for one, feel free to contact us!
Frequently Asked Questions (FAQs)
1. Is lead generation inbound or outbound?
Lead generation can be inbound or outbound, depending on your marketing strategies to market your products or services.
2. How to develop outbound lead generation strategies?
Start social selling, contact existing customers, and ask for referrals. You can also use webinars and podcasts to build relationships with potential customers.
3. What are some examples of outbound lead generation strategies?
Examples of outbound marketing are direct emails and phone calls.
4. How soon should you follow up on a lead?
Usually, within 24 hours of receiving the lead, follow up with an email or a phone call soon after.
5. How many cold emails should I send?
The rule is you should send no more than 200 cold emails per day should be sent if you want to avoid getting your email shut down. Remember that you have to follow-ups with these emails as well.
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