Outbound Lead Generation 2021

Outbound Lead Gen Guide

Learn how Visitor InSites can provide you with the best data for outbound lead generation.

What is Outbound Lead Generation?

Outbound lead generation strategies are marketing campaigns that generate new business leads from a direct approach (or out of existing customer data). Learn more about B2B sales.

The outbound marketing methodology is pretty simple. You can get started using outbound techniques with no technology at all, and it’s easy to measure initial results even if you don’t have access to sophisticated reporting tools.

Outbound lead generation is a marketing technique that uses unsolicited contact (cold calling, email, SMS) to directly target and engage with potential customers. The outbound approach involves reaching out to prospects and then delivering them relevant and personalized content that supports their needs and buying decisions. Outbound allows marketers to gather information like the number of existing customers in an account, the types of services they purchase, and how much revenue they generate.

What Outbound Lead Generation Strategies Should I Use?

You can outsource outbound lead generation for B2B – that is, the process of outreaching to potential customers and converting them into paying clients – or you can build an in-house team (or a combination of both). But either way, there are many ways to do outbound.
Sales Prospecting Groups outbound lead generation techniques include outbound telemarketing, outbound email & LinkedIn marketing.

Here are 4 outbound lead generation strategies you can use to generate more B2B sales appointments for your team.

  1. Outbound Emailing:

    A professional-looking outbound email campaign is an opportunity to capture attention and influence your prospects.

    The outbound emails should be personalized and the information you include in them absolutely relevant: You can integrate real-time data into your emailing campaigns, such as out-of-office replies, to provide a personal touch. Start with emailing your anonymous website visitors.

  2. Cold calling:

    Cold calling outbound sales is one of the oldest outbound lead generation strategies, but that doesn’t mean it’s not effective today. B2B companies use outbound calls to generate high-quality sales prospects, and they should definitely be on your shortlist.

  3. Outbound direct mail (snail mail):

    Outbound direct mail outbound lead generation is also an outbound outsource marketing service that has recently gained a lot of popularity. This channel used to be full of noise but since the advent of the internet and LinkedIn, fewer salespeople are sending direct mail. Create a mail piece that your prospect will never forget!

  4. LinkedIn outbound lead generation:
    In today’s hyper-competitive market, companies need to be on the cutting edge of social media marketing. LinkedIn is a great way to generate leads and connect with prospects who are most likely in your industry or niche. In this article, we’ll go over specific ways that you can use LinkedIn for lead generation. Start by messaging your anonymous website visitors on LinkedIn.
 

Who Conducts Outbound Lead Generation?

Outbound lead gen can be conducted by marketers, sales reps, or both in tandem. Because it’s typically more difficult than inbound lead gen (coming from people who already know you), it requires specialized skills and tools. It’s also an outbound outsource marketing service that has recently gained a lot of popularity.

How Can Outbound Lead Generation Help My business?

In the past, outbound outsource marketing was considered spammy and ineffective compared to in-house prospecting methods, but today, B2B marketers are increasingly opting for outbound outsource marketing services due to its focus on quality.

Successful outbound outsource marketing campaigns that yield high-quality outbound leads help companies increase their revenue and accelerate growth by reaching out to people who are actively looking for the solution you offer. Outbound outsource marketing is about delivering personalized messages at scale, which makes it a great way to grow your business.

Outbound vs. Inbound Lead Generation

Inbound lead generation is a long-term strategy based on providing valuable content to prospects who are looking for it.

Inbound Lead Generation marketing strategies focus on what buyers need in their journey towards a purchase decision with dedicated inbound outsource team of marketers providing the appropriate strategy that uses heavy content and PR to create interest in your company.

Outbound lead generation for B2B is generally a direct approach that targets people who are not aware of your brand yet.

Although outbound marketing requires more effort to create and deliver, it can be more valuable than inbound outsource lead generation because outbound outsourcing is like fishing where you set the hook once and you know exactly what you will get at the end. You can use outbound lead generation to create a proactive campaign that will reach high-level executives and other key influencers.

Inbound marketing, on the other hand, is more like fishing where you have to put out a lot of nets to be able to catch anything or anyone.

Using Data for Outbound Lead Generation

Using the best data is critical to any outbound lead generation campaign. Using an accurate database with emails and direct-dial phone numbers will help you reach your prospects more efficiently, which in turn helps generate higher conversion rates for customers.

Intent Data

Visitor InSites can provide you with prospects who are in the market for what you offer aka your buyer intent data. By using intent data you will get the best ROI from your efforts and you can focus on the prospect most likely to buy.

Website Visitors

Visitor InSites can identify the specific people on your website and provide you with their contact information. Your sales teams can reach out directly to the prospects who are evaluating your value proposition before they reach out to your competitors. Learn more about the best way to identify website visitors.

Targeted outbound lead generation campaigns

Intent data is the starting of every outbound outsource lead generation campaign. Using intent data can help you identify your market and find out what they are looking for in their search.

Once you have identified your target market, you will want to build out a list of prospects with accurate contact information and outbound outsource data.

Visitor InSites can provide the outbound outsource data and outbound outsource marketing list you need for your campaign with accurate contact information and detailed company profiles when possible.

Once you have built up a list of prospects, it’s time to create an outbound outsource marketing strategy that can be outbound outsourcing out to your prospects on a consistent basis until they’re ready to buy from you.

Personalization

The outbound lead generation process is a long one. And in today’s world, with so much data out there, it’s easy to get lost in the noise of outbound outsource marketing technologies.

In order to ensure that you’re sending engaging emails that actually resonate with your prospects and convince them to pick up the phone or reply, you need to personalize your outbound outsource marketing messages.

Personalization makes outbound outsource marketing campaigns look more authentic and seamless, making it easier for prospects to engage with the content. Personalized outbound outsource marketing emails are 22 – 41% more likely to be opened than non-personalized emails – that’s 41%.

Outbound Lead Generation Process

Choose an audience

Create a list of your target market. Start with low-hanging fruit utilize your intent data and website visitors.

Define your goals

After you have decided who will receive the message and send it to them, you need to define clear goals for this stage. For example, if a company sends an email without having established specific goals such as increasing brand awareness or generating qualified leads, there is every reason to suspect that they may not be successful in their lead generation process. It goes without saying that defining clear objectives for the campaign should be the next step after determining what groups of prospects will be contacted and through which channel (email, phone call, direct mail).

Prepare a Social Media Marketing Strategy

Most people use social networking sites like LinkedIn and Facebook to get information about companies and brands they are interested in; therefore send messages tailored to them is likely to be more successful.

Plan your communication

Before you start communicating with your prospects, you should prepare a communication plan to make sure that the message will be sent at the right time and place. The first contact should not last more than 10 minutes, so it is necessary to have all important information about the company’s products or services ready before starting communication. The communication itself should consist of three steps consisting of an introduction, questions asked by potential customers, and selling strategy.

Design for results

During this stage, marketers need to design their messages based on factors such as demographic characteristics of the chosen audience group, their interests, etc.. It might be helpful if marketers use personalized links (e.g., through HubSpot), which are unique for each recipient. According to HubSpot, this will allow marketers to track the exact point in the process when their prospect becomes a lead, so they can assess how efficiently they have used their marketing budget.

After you have completed the first three stages of the outbound lead generation process, your prospect should go through the next four steps:

Make first contact

The most difficult stage is over and now it is time to make first contact with potential customers; call or email them asking about their business or profession. If you contact by phone, keep your introduction under 10 minutes and be precise about what you want from this conversation. You can also send an invitation to a webinar, trade fair, or another event related to your company’s business. Moreover, you can ask them about their job title and the industry they are working in.

Responding to objections

If someone asks you what makes your product or service different from other companies it goes so far as saying that you have no competitors at all because by avoiding this reaction will result in decreased effectiveness of the outbound lead generation process. To ensure successful completion of this stage, marketers need to prepare questions that will allow them to find if their potential customer is interested in what they offer or not. For example, you might ask “If you could make one chance to your current system what would it be?” your prospect provides their answer (e.g., it takes too long to load, etc.) you can use this knowledge to create a solution for them.

Continuous improvement

After the end of the outbound marketing process, marketers need to track key metrics such as how many people have been contacted and how much time they spent talking with your company before buying a product or service. This data will allow marketers to adjust their strategies and modify future campaigns based on the results of previous ones.

Closing the deal

If prospects have given positive feedback after first contact there is always an option to invite them for a free trial run so they can fully test your product or service before making a purchase decision. In addition, if the sales team has got enough information about the decision-maker they can send them an official offer.

Wrap Up

Outbound lead generation strategies are marketing campaigns that generate new business leads out of the blue (or out of existing customer data). The outbound marketing methodology is pretty simple. 

You can get started using outbound techniques with no technology at all, and it’s easy to measure initial results even if you don’t have access to sophisticated reporting tools. We’ve been helping businesses grow their revenue by integrating this technique into our digital strategy for years now, so we know a thing or two about what works best when looking to acquire new customers through cold calls and emails. 

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