Subscribe to Newsletter
Stay up to date with the latest marketing, sales, and service tips and news.
Nowadays a company’s success depends on the marketing strategies it implements, but figuring out which one works the best for your company can be extremely hard. Most companies believe in using a mixture of both inbound and outbound strategies to generate leads.
According to statistics over 73% of marketers are using inbound marketing as their primary approach.
A B2B lead who is interested in your company or its products but hasn’t purchased anything yet. These leads are then moved down the outbound down the sales funnel.
The marketers then use methods such as cold calling, sending out sales emails, social media outreach, or making outbound PPC advertisements to convert those prospects. The outbound marketing tactics and strategies can be daunting at first but you achieve high results if you approach people with the right pitch.
Generate leads faster
One of the biggest advantages of outbound lead generation is that it gets results faster than inbound strategies. Marching strategies like SEO and content marketing usually take a long time to deliver the same results due to the competition. By sending cold emails to qualified leads, you can get converts virtually immediately.
The other useful benefits are that you can implement more personalization into outbound. And these personalized messages will resonate with your target audience and make them respond. Personalization is the key to outbound marketing because it allows you to build a connection with your leads and nurture them to the next step of the sales process. This way you can accelerate conversation and streamline your sales funnel.
Since your content is curated to your target audience you can reach decision-makers at the right time. You can also control the type of prospect you want and have as many prospects as you want as it is in your control.
For example, with the help of an email campaign, you can easily weed out any leads that are too small or big.
Inbound and Outbound strategies are very different from each other.
Five main differences between them.
A cold email is a type of email that you can send to potential customers that has little knowledge of your company or its products and services. According to a study, emails generate an average ROI of 3800%. Cold emails are the most effective outbound lead generation tactics for B2B companies.
Set an email schedule and frequency
Create an email with a high open-rate
Add an eye-catching email subject line
Automate your email campaign
Add compelling CTAs
Add interesting images or videos
You can perform outbound activities such as
Connecting with cold prospects
Sending follow up emails
Distributing marketing collaterals
Keeping prospects engaged
Corresponding with prospects regarding sales appointments
Responding to feedback, queries, or requests
Prospects are very different and it’s up to you to set the tone of the conversation and win them over. You can perfect your outbound calling strategy with a lot of practice and by using CRM and Automated dialer software. According to a study done by RAIN Group, 69% of buyers claimed to have accepted a cold call in 2019.
Make an ideal customer profile (ICP)
A lead list of contacts that may have an interest in your products or services
Create a script containing a list of questions you will be asking your leads on call
A message that should be written from your prospect’s perspective
Leverage data on past activity to schedule outbound calls
According to research, B2B decision-makers still prefer to use the call as a medium to generate leads, with over 57% of C-level executives and nearly 50% of directors/managers responding to sales calls. Track performance of every call with a full set of KPIs and other important metrics.
Nurturing the leads made in other channels
Responding to prospects queries
Immediate lead qualification
Collecting or verifying information
Understanding their pain points or expectations
Promote content or other collaterals
Follow up with them
You get highly relevant leads
Lead retention will be higher
Easier to nurture leads acquired through referrals
Customer loyalty is higher
You have complete control over your referral programs
Even though referrals can happen through inbound, they are both very different
Inbound referrals: These leads are the ones that come to you after they hear about your business from someone else. They are leads who are likely to convert.
Outbound referrals: Require your existing customers to make a call to someone they know. They aren’t as qualified as inbound referrals.
Pay per click or PPC is another great way to advertise your company and its products. It’s also the quickest outbound lead generation method as it requires you to pay for every click a user makes on your online adverts. According to a study done by Hanapin Marketing, 79% of brands agree that PPC marketing is a huge driver for their business. This falls under the category of outbound lead generation because viewers don’t expect to see your commercials.
A lot of research
Selecting the right keywords
Creating effective landing pages
Targeting the right audience
LinkedIn is also one of the best B2B outbound marketing strategies, as it is the most business-focused social media platform. Based on the study done by Statista over 66% of B2B marketers found LinkedIn to be the most effective followed by Twitter at 55%.
Engage with your prospects via LinkedIn connections
Use LinkedIn profiles and account activities to map target accounts
You can join LinkedIn groups to access a higher number of prospects
Target specific groups of prospective clients
Have direct communication with prospects
A study from the Economist Intelligence Unit found that events are crucial to the success of over 78% of start-ups. The main goal of organizing a networking event is that connect with prospects, educate them and show how your product can help solve their problems. Networking events are a great opportunity to generate outbound leads and a highly scalable way to market your business.
Hope you found this blog helpful. Happy marketing!
Enter Your Details