What Is Outbound Lead Generation?
Outbound lead generation implies engaging with potential customers who might not know about your product. It is quite a classical marketing technique where the sales reps communicate through emails or cold calls to potential leads. The whole motive behind this strategy or technique is to pique the potential audience's interest and funnel them into a sales funnel.
Usually, outbound lead generation is typically done by one of two teams (or both).
What is a lead?
A customer interested in your business is referred to as a lead, sometimes a sales lead. Salespeople and marketers aim to turn interested parties in their goods and services into paying clients. They achieve this via various techniques, such as relationship development and marketing. A business can contact these people and increase sales by gathering more leads.
Outbound marketing team
This team primarily focuses on facilitating communication with different outbound marketing strategies that generate new leads. This team consists of marketers who run promotional campaigns through email, print, radio, and social media.
Their counterpart, i.e., the sales team, manages paid advertising and brand marketing.
An outbound sales team's job is to locate new clients using outbound lead generation techniques like cold calling and email. They carefully lead the prospect through the sales process and convince them to purchase. A process of follow-up calls or emails, product demonstrations, discussions, and attempts to close the sale yields new leads.
The sales team's objective is to establish a connection with prospective leads and convert them into qualified leads.
Lead generation in a digital world
Before Covid 19, buyers were doing their research on the Internet. The pandemic gave a boom to the digital world, which implies that rapid digitization has led to more businesses operating online and implementing different funnels.
In a survey by Sana e-commerce company in 2019, they found that:-
- 75% of goods in B2B companies are sold online.
- 47% of people get information online during the buying process.
- Moreover, an extensive survey by google revealed that 57% of their buying decisions are made before they contact sales.
It pretty much sums up why businesses need to go digital.
Outbound vs. inbound in a nutshell
The primary difference that separates the two is that the inbound brings leads, and the latter reaches out to find leads.
Instead of selling to your audience, inbound lead generation initiatives concentrate on assisting them. Content marketing, SEO, social networking, blogging, and lead nurturing are popular inbound marketing techniques.
Outbound lead generation entails making direct contact with potential customers through phone calls, emails, direct mail, or social media sites like LinkedIn. It includes your staff personally addressing decision-makers on behalf of your company. You can generate leads by demonstrating to potential customers how your company may benefit them through focused outreach and advertising. It simply is a matter of resolving questions like what benefit you are providing to them or their company. Further, why would it be logical for them to contact you or buy your goods?
Oddly enough, these two approaches are more similar than you think.
The goal of both inbound and outbound lead generation is to increase brand awareness and produce high-quality leads, which is the top priority for 79 percent of marketers globally.
It requires your target market to be segmented for both strategies since a successful business relies on both strategies.
Why is outbound lead generation excellent?
If executed right, outbound lead generation can be just as efficient as an inbound lead generation technique. Not to mention here are some examples.
A smaller sales cycle: A fantastic technique to hyper-target prospects who are prepared to make a purchase decision is through outbound lead generation.
Build a better brand awareness: Outbound techniques can be used in both a broad and narrow target audience to gain brand awareness and visibility. Take cold calling and emailing as an example. Cold calling can be used for a limited target audience, while the latter can target a more widespread audience.
Find new markets: Outbound lets you reach audiences that might not know your business or what services you offer. The beauty of outbound is that the sales team can make cold calls and sort kinks out as some might work and some won't. So, you can try the hit-and-miss or trial-and-error approach without hurting your brand image.
Understanding outbound lead generation!
The outbound strategy is a real challenge. You must construct a unique message and send it randomly to others you aren't even sure will benefit from your services. It is challenging because most people refer to such messages as "spam" because they don't have time to read them. It suggests that you will need to use extra creativity to convince them of the need to read the message.
Utilizing an outbound sales technique, you can:
1. Engage your audience
Even though digital communications have taken over, there can be no substitute for the human touch. I can't stress this enough, but as the customer decides to make a purchase, the whole journey comes into the picture. The entire experience of interacting with the sales team, or how they are approached, becomes the entire matter's crust. Redeeming positive feedback from satisfied customers becomes quintessential. Nevertheless, a friendly vis-a-vis chat can create double the size impact compared to a regular digital conversation.
2. Say hello
It is important. You need to show presence in the market through social media channels since buyers are not searching you up as if you're Jay-Z. You need to let the audiences know you've got what it takes to help them in their business journey. Since you are the provider of the services and products they need, you need to spread the word. It is as simple as they say, "Don't ask, don't tell."
3. Fast results
What happens when a sales team constantly communicates with potential customers?
You get speedy results, which is what outbound lead generation can do for you. Despite slogging through long boring emails, you could build a relationship with your customers about what they like and don't and create the feedback accordingly.
Asking them questions and judging from their responses is the key!
Great Outbound Lead Generation Tactics Worth Trying
It helps you optimize workflow. A CRM or marketing automation tool is a staple of outbound lead generation.
Over the previous five years, "marketing automation" has been searched twice as often, which is unsurprising.
CRM (Customer Relationship Management) software is a technology that records and keeps track of each communication between a B2B business and a lead.
Marketing automation helps you save time, reduces manual work, and gives you better analytics on various KPIs.
Marketing automation is the essence of outbound lead generation campaigns.
It is already more apparent how the multichannel outreach works: every encounter with the leads gets live-tracked. Your sales representatives will therefore have more time to respond quickly. And that matters given the demand we are currently facing, where businesses that follow up with leads within five minutes have a 9x higher conversion rate.
Creating a bond between a buyer and a seller is the key. This strategy stood the test of time, and trust me when I say this. It is here to stay.
The more details you have on your leads, the more opportunities you have to build a solid rapport with them. According to Outgrow, consumers claim that personalized content is the only type of content they engage with.
Personalization enhances the customer experience and forges the association of quality with the brand. The rest is followed up with great sales.
You can customize everything in your outbound lead campaign. It includes calling scripts, emails, landing pages, and even sales objections. A personalized campaign yields higher open rates and better-performing CTAs.
Deploy multichannel outreach
Multichannel outreach helps increase customer retention rates and brand awareness and creates a fulfilling customer journey.
It includes cold calling, emailing, social media connections, landing pages, re-targeting ads, content syndication, direct mail, and more. The response rates from personalized cold emails can double. Social media outreach is affordable and effective in swiftly reaching a target audience. Although there is hardly any competition in the lead's mailbox, direct mail is significantly trickier to master.
The content distribution process in many ways to reach your target audience is known as content syndication. More than half of marketers rely heavily on content syndication for lead generation.
For example, content syndication boosts content ROI. It creates brand awareness and makes the content more credible and reliable. You have control over who reads your material and when by employing content syndication to boost your outbound leads. You can do telemarketing (cold calling) or email marketing to spread it (cold emails). Presentations, infographics, essays, and whitepapers are the top four prevalent content types in the sphere.
Savvy Buyers use Smartphones.
More than 80 percent of buyers deploy smartphones as their interactive platform while sitting in the comfort of their homes.
According to various sources, this number will soon increase.
Mobile optimization vastly reduces purchasing time and promotes customer loyalty. Since you can use it on the go, it increases queries, traffic, and lead flow.
It can improve both inbound and outbound lead generation through mobile device optimizations. Your website needs to open quickly and work well on mobile devices. Never disregard the importance of faster landing pages, whitepapers, and any other relevant links in your outreach, though. Everything needs to be lightning-fast on a mobile device, as your outbound should.
We suggest making pages faster by including app integrations, making them more straightforward, and using a good amount of interactive content to make it easier for the visitors.
It might take a while to master the art of outbound lead generation, but if you feel lost, this article will be there for you.
How to generate outbound leads and convert them: List of 5 best tools!