Outbound lead generation entails proactively contacting potential leads via phone calls, email, and social media to pique their interest and persuade them to become clients. It enhances inbound marketing and provides advantages including quicker pipeline growth, a broader market reach, and more adaptability for the sales force.
Email marketing, cold calling, LinkedIn outreach, multichannel marketing, and referral marketing are among the efficient tactics. Tools that provide contact information and insights on possible leads, such as Aero Leads and D&B Hoovers, can help with outbound lead-generating operations.
Steps Involved in Outbound Lead Generation
Outbound lead generation entails modifying your digital marketing and content strategies to appeal to the clients you seek. Your sales and B2B marketing teams are responsible for doing this.
1 – Outbound Sales Team
This team consists of:
- Sales Development Representatives (SDRs) use lead scoring models to search, reach out to, and qualify potential leads.
- Marketing Development Representatives (MDRs) to follow up on any activity generated by SDRs.
- Business Development Managers (BDMs) to present live demos, negotiate deals, and close new business.
2 – Outbound Marketing Team
This team consists of content marketers, performance marketers, and campaign marketers. The basic functions of each are:
- Content marketers create engaging and attractive content for your target audience or ideal customer profile
- Campaign marketers to run promotional campaigns via email, radio, television, social media and print platforms
- Performance marketers manage brand marketing and paid to advertise
Some Effective Strategies for Outbound Lead Generation
Effective sales and marketing techniques are the key to generating high-quality leads. B2B businesses employ a variety of strategies to achieve success, however, the top seven outbound lead-generating strategies are as follows:
1 – Cold Calling
This outbound lead generation strategy has existed for ages. Why? Since it is effective!
It’s true that this approach of outreach may not be the most scalable, but it has many benefits, particularly when outbound lead generation services or sales intelligence technologies are utilized to support it.
SDRs can learn a lot from just one cold call because it is personal. They will need to conduct research on the optimal times to contact and have experience pitching the business’s product or outbound service if they want to conduct cold calling effectively. After that, they will create lists of targeted prospects and make cold calls to the contacts on those lists. The prospect’s meeting or demo is what they are trying to set up.
2 – Outbound email
One of the most practical and cost-effective outbound methods is cold email. SDRs use this technique to email prospects encouraging messages to engage in dialogue.
With the use of sales automation software, outbound email is such a successful lead generation strategy that many B2B businesses utilize it as their main lead source.
Outbound email formats that are beneficial to prospects are the most effective. SDRs must demonstrate flexibility and detail precisely how their solution might benefit a prospect’s business.
3 – Cold Approaching
Although cold calling may be a little out of date as a sales outbound lead generation strategy, it offers advantages.
In that the connection is made in person, a cold approach is similar to a cold call. Your prospect may find the visit refreshing after all the cold calls and emails they have received.
Before making contact, businesses seeking to use this method should still do their due diligence on their prospects and have a sales strategy in place.
4 – Social Selling
Social selling, one of the best lead generation techniques in B2B, enables sales representatives to interact with and nurture leads by enhancing both their own personal brands and brand recognition.
Sales representatives engage with and nurture hot leads to do this by developing their personal brands. An example of this is providing valuable content to prospective customers. They can also employ outreach tools and techniques to send InMail messages to the appropriate future leads.
5 – Pay-per-click (PPC)
It’s a quick approach to establishing your brand and getting in front of potential customers who may have already expressed some interest.
Pay-per-click simply means that you will be charged for each time a user clicks on one of your internet advertisements.
6 – Multi-channel Outreach
When utilized for multi-channel outreach, blogs, social media posts, advertisements, video material, and SEO are all examples of content marketing.
These strategies are combined with the aforementioned outbound channels to engage clients, turn them into leads, and maintain a relationship with them throughout the purchasing process.
Your company can also carry out an outbound campaign online, by email, or on social media, or even in print. It broadens the audience for your business by generating leads through outbound marketing.
The objective is to target more prospects through various channels who may not have previously heard of your business.
7 – Content Syndication
The technique of distributing material to reach certain leads across channels is known as content syndication.
Whitepapers, presentations, infographics, blogs, and case studies are the five categories of material that are sent most frequently. They can be disseminated via email or online forums, groups, and Subreddits on Facebook and LinkedIn.
You must enhance your sales process if you want to dramatically increase your sales revenue. This entails putting in place a specialized outbound lead generation team.
Even the most successful B2B businesses occasionally make errors, so to ensure that you get off to the best possible start, we’ve put together a quick guide that also contains our top outbound plays.