Why Outbound Lead Generation is good for your business?
By Joan Carles Sanjurjo
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Inbound Marketing is very efficient in Lead Generation , we are not going to argue about that. Leads knock on your door, actively looking for a product or service, and the cost is significantly lower than Outbound Marketing , but…
…what most companies ultimately discover is that to meet their sales goals, Inbound Marketing is not enough:
Designing, implementing and ensuring that an Inbound Marketing strategy delivers results takes time. What happens when your company can't afford to wait?
What happens, for example, in the case of disruptive, innovative products or services that people are unlikely to search for on the Internet because they simply don't know about them?
What happens when our market is narrow , and we have a product czechia business email list or service with only 300-500 potential customers? Are we going to create an entire Inbound Marketing machine to wait to see if they find us? Or are we going to try to get to know them and introduce ourselves?
Finally, Inbound Marketing provides mature leads. It is the prospects who find you and that gives them a clear idea of the solution they are looking for, and therefore their selection criteria at that moment is exclusively price. Isn't it better for you to be the one to create the prospect's vision of what they need?
The answer to these Lead Generation questions is Outbound Lead Generation .
Think about it this way, selling door to door doesn't work anymore for many reasons. Knocking on every door and using the same message doesn't help your business acquire new customers. But what if you knew which doors to knock on, who was going to open the door, and what to say to them?
Table of Contents
How to make Outbound Lead Generation work?
Benefits of Outbound Lead Generation
How to make Outbound Lead Generation work?
Outbound lead generation relies heavily on ongoing collaboration between your sales and marketing teams. Both teams work together to identify your target accounts, the personas that buy from you, and the messaging to use to communicate and engage your prospects. Using this collaborative approach, you can:
Select the companies you want to target (which doors to knock on).
Identify buyers within the organization (who will answer the door).
Address their interests and anticipate their concerns (what to say to them).
Your SDRs (or Inside Sales) are typically responsible for the initial distribution of the message and supporting content to a select group of prospects. After that, they monitor who opens emails, clicks on links or views content and prioritize their follow-up based on the prospect's level of engagement. Finally, SDRs and the Marketing team meet to analyze what worked, what content prospects found most engaging, and what didn't work.
Ultimately, by closing the feedback loop between your sales and marketing teams, you gain a better understanding of which doors to knock on, who is going to open the door, and how to spark (and maintain) their interest.
If your prospects are interested but not ready to take the next step, that’s okay too. You can still use more passive Inbound Lead Generation tactics to educate and build a relationship with this audience .
Benefits of Outbound Lead Generation
You can shorten your sales cycle
Outbound Lead Generation is the best option to address potential customers who you think are ready to buy your product or service right now. The integrated Marketing and Sales approach helps to clearly articulate your company’s value proposition and provides your target buyers with the information they need. You know what questions will come up and, most importantly, how to answer them.
