How to Generate Outbound Leads

February 3, 2023 in Blog, Sales

Ways to Generate Outbound Leads

The mounting competition across all industries and markets has directed the global marketing economy into a new path. Marketers offer a wide range of practices and approaches that will help brands and businesses gain more leads and build brand awareness. But sometimes finding the right approach that works for you can be challenging.

For instance, one of the most effective ways to generate leads is outbound marketing. Research has proved over and over again that outbound marketing can help prospective customers navigate their way to brands and find services and products that will address their needs and interests.

While outbound leads might be at a disadvantage compared to inbound leads, you can use advanced targeting and communication methods to increase your sales and provide customers with a satisfying user experience.

In this article, we’ll explore the concept of outbound marketing and identify the top 3 ways to attract quality outbound leads. Let’s begin:

How to Generate Outbound Leads

How to Generate Outbound Leads

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Outbound Marketing vs. Inbound Marketing

The best way to understand outbound marketing is by comparing its potential against inbound marketing. There are several distinctions between the two approaches. Firstly, outbound marketing usually involves practices that proactively reach out to prospects and get their attention on a specific service or product.

Conversely, inbound marketing campaigns focus on content generation and distribution and driving organic traffic to the business website and social media accounts. Moreover, outbound lead generation often has a more aggressive, wide-sweeping approach while inbound marketing takes the long path to convince a particular group of prospects to convert.

And finally, most inbound marketing campaigns use targeted content (like blogs and social media posts) to set up a communication channel with customers and address their problems. Outbound marketing content (such as direct mail, online ads, etc.), on the other hand, is designed to capture their attention and sell products.

What is Outbound Lead Generation?

Outbound lead generation is a marketing method to manage and improve your outbound sales. Outbound lead generation is characterized by its proactive approach to optimizing marketing campaigns and building brand awareness more quickly than any other method of brand promotion.

Outbound lead generation involves close collaboration between sales teams and marketing teams in your business. The marketing team starts with devising a plan to approach your target audiences and provide them with content that will be of value to them. This part is all about creating or highlighting a need in your niche market that will be addressed with your offer.

Effective communication with target audiences requires a deep understanding of their online behavior and purchasing habits. Once you collected and analyzed this information, you can get your prospects interested in your brand, and show them how much you and your team know about what they need.

Finally, it’s time for your sales team to step in, qualify your outbound leads, and close the deal. This phase requires a well-crafted outbound sales strategy that is customized based on your business objectives as well as prospects’ needs.

What Are Outbound Leads?

Outbound leads are B2B prospects that have been approached by you and have shown interest in your brand, products, or services but haven’t purchased anything yet. Outbound leads are contacted through channels like cold emails or cold calls, Instagram DMs, or LinkedIn messaging.

Generally speaking, we have two types of outbound leads:

  1. A marketing qualified lead (MQL) is a potential customer that has been reviewed by the marketing team and meets the necessary conditions to be passed along to the sales team. MQLs’ engagement levels indicate that they are likely to become customers.
  2. A sales-qualified lead (SQL) is a prospective customer who has been picked up by one of your sales representatives and has moved through the sales pipeline – from a marketing-qualified lead through a sales-accepted lead – and is now ready to convert into an active customer.
How to Generate Outbound Leads

How to Generate Outbound Leads

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Benefits of Outbound Lead Generation

Although many marketers would prefer inbound practices, outbound lead generation is still an incredibly powerful tool at your disposal. Whether you are running a small business or a huge multinational conglomerate, you can expect to see the following benefits from running an outbound marketing campaign:

#1 Get Immediate Results

Inbound marketing takes time to yield results. It requires setting up an editorial calendar, publishing relevant, original content on a regular basis, and earning quality backlinks. Moreover, building relationships through inbound marketing involves a long-term strategic plan, a clear brand guideline, and lots of resources to implement those ideas.

Many inbound marketing methods like content marketing, social media marketing, and search engine optimization require specialized knowledge and professional experts who have the right skill sets and well-rounded understanding of the market. So, for many businesses, finding the right people and enough resources to run an inbound marketing campaign is simply impossible.

On the other, the proactive nature of outbound marketing allows you to identify your target market, know your target audience and immediately get in touch with them. Like all marketing efforts, outbound lead generation doesn’t guarantee a 100% conversion rate, but it will deliver instant results and save you a lot of time that can be allocated to more pressing issues.

#2 Build More Brand Awareness

Outbound marketing is an excellent way to build brand awareness. Keep in mind that most people do a lot of research before purchasing a product. But building a consistent, robust, and credible social image can have a determining impact on their final decision. When prospective leads recognize your brand as a leading producer in a niche, they are more likely to convert.

In cases of brand awareness, the difference between inbound and outbound leads is more clear. Inbound leads are already interested in your product. Here, it only requires allocating time and delivering good representation that will take them through the sales funnel. So, you have already gained their trust and attention.

In outbound marketing, you are working under the assumption that there are still untapped market opportunities and potential audiences that haven’t been reached by your marketing department. Therefore, building brand awareness can give you an edge over the competition and establish your services and products as more reliable solutions.

#3 Attract New Business

Collaboration is one of the most efficient ways to grow a business, regardless of its size or industry. Business networks allow you to share your knowledge, expertise, and resources to achieve a new level of success that would otherwise be beyond the scope of a single business. In short, it’s a win-win situation for everyone.

Outbound marketing is especially a great way to build business networks because it takes a proactive approach and allows you to communicate with new business owners with a clearly defined intention.

While in short term, some outbound marketing methods can be costly, you can save a lot of money in collaborative relationships. That’s why crowdsourcing is so popular; the benefits lie in numbers. You can create collaborative projects where you share development and marketing expenses with your new partners.

#4 Shorten the Sales Cycle

Considering all the different touch points you have with prospective clients and customers in inbound marketing, you have a good chance of establishing effective communication and convincing them to purchase. At the same time, the sales cycle will be significantly longer and you will have to spend more time and resources to maintain a relationship.

But running an outbound digital marketing campaign allows you to cut through some of the unnecessary steps and shorten the sales cycle. Research-backed outbound marketing helps you spend less time following up with prospects that would have little to no impact on your ROI and connect with those with higher chances of conversion.

A recent study by Klipfolio revealed that for 75% of B2B companies, it takes an average of at least 4 months to win a new customer. And when you add the resources spent to win that customer, you can see why outbound marketing is considered to be a highly cost-efficient method.

How to Generate Outbound Leads

How to Generate Outbound Leads

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Top 3 Ways to Generate Outbound Leads

Now that we’ve established the benefits of outbound marketing, let’s explore the top 3 ways you can gain more outbound leads:

#1 Linkedin Messaging

Today, LinkedIn is one of the largest social media platforms that allows entrepreneurs and business owners to network with like-minded individuals and target potential customers. According to surveys:

  • 89% of B2B marketers use this platform to generate new leads
  • 62% of B2B marketers on LinkedIn described their lead generation process as a success
  • LinkedIn’s InMail feature has a 300% higher response rate than email

So, it is clear that LinkedIn offers an exceptional opportunity to generate outbound leads. All you need to do is follow these tips:

  1. Explore your target market and potential leads’ profiles and find common ground. Regardless of what you find, make sure to personalize your message so that your first touch is targeted, personal, and relevant.
  2. Find a mutual connection that can introduce you. Starting a conversation with a total stranger can be a little difficult. But when there’s someone else who can vouch for you, it’s easier to build connections.
  3. Keep it concise and avoid hard selling. Your message should sound professional and friendly, but more importantly, short and to the point. Your priority is drawing in customers, so avoid pushing your products and services.
  4. Keep track of your outbound leads. Sometimes, you won’t receive an immediate response from a lead. But to make the most of your outbound campaign, you should keep track of the leads you reach out to.

#2 Instagram Messaging

Instagram is another ideal platform for lead generation. Remember that each platform offers different capabilities and therefore requires a different approach. With the right objective, target audience, and communication method, you can use Instagram as an excellent tool for filling your sales funnel.

One way is to communicate with prospective leads and potential partners by sending direct messages, or DM’s, straight to their Instagram inboxes. But the most important thing is to keep your audience engagement rate up. For instance, you can respond to a follower’s story with Instagram direct messages or welcome them to your community.

To make things even easier, Instagram is now offering an auto-direct messaging service that allows you to send automatic welcome messages when you have a new follower. However, we suggest sending personalized messages to your followers. This way, you can establish trust and show your followers that there is an authentic, genuine person behind your brand.

#3 Cold Calling

Cold calling is one of the most criticized marketing methods. It is frightening, overwhelming, and simply put, the bane of existence both for consumers and companies. But the truth is, cold calling can be a powerful tool in your marketing toolbox if you know how to do it. Here are some tips to ace your cold calls:

  1. Carry out pre-call research on prospects and learn essential information about them. Pre-call research helps you customize your offers to keep them interested. Plus, it will prevent wasting your time and energy on hopeless leads.
  2. Prepare a script, containing all the necessary information about what you are about to offer along with detailed answers to frequently asked questions.
  3. Be polite and learn how to deal with objections. Cold calling doesn’t often end with a “yes!” So, prepare yourself to deal with a lot of rejection.
  4. Let the other side participate in the dialogue. Calling is a dialogue, so you should give your clients enough time to talk about their needs and ask questions. Having empathy is the most important thing that increases the chances of succeeding at cold calling.
  5. And finally, be patient. Almost 95% of all converted leads are reached by the 6th call attempt. So, be patient and don’t quit too soon.
How to Generate Outbound Leads

How to Generate Outbound Leads

Photo by Andrea Piacquadio from Pexels

Bottom Line

There you go, folks! Hopefully, now you have a clearer picture of outbound lead generation and effective ways to get it done. We understand that running outbound marketing campaigns can be extremely difficult. But worry not! We are here to help.

If you are a small business and you need more outbound leads, contact us now and let us help you get your brand to a new level.

How to Get More Sales

February 3, 2023 in Blog, Sales

Welcome to another Momentum 360 weekly blog! In this one, we’ll go over how to get more sales.

How to Get More Sales

How to Get More Sales

Cold calling is a popular and effective way to reach potential customers and generate new sales. However, it can also be a difficult and intimidating task for many salespeople. To get the most out of your cold calling efforts, it is important to follow a few key tips and strategies. In this blog post, we will explore some of the best practices for increasing sales through cold calling.

Research Your Prospects

Before you begin making calls, it is important to research your prospects thoroughly. This includes understanding their company, industry, and specific pain points that your product or service can help solve. This information will help you to tailor your pitch and increase the likelihood of a successful conversation.

Prepare a Strong Script

A well-prepared script is essential for a successful cold call. Your script should clearly state the purpose of the call, provide an overview of your company and product or service, and address any objections that the prospect may have. It is also important to make sure your script sounds natural and not too scripted, as this can make the conversation feel stiff and inauthentic.

Practice Your Delivery

Once you have a script, it is important to practice delivering it in a confident and engaging manner. This will help you to sound polished and professional, and increase the chances of making a good first impression.

Timing is Key

When making cold calls, timing is everything. Avoid calling too early or too late in the day, as this can result in reaching a busy or uninterested prospect. The best time to make cold calls is typically between 9 AM and 11 AM or 2 PM and 4 PM.

Know Your Objections

One of the biggest challenges of cold calling is overcoming objections from prospects. To increase your chances of success, it is important to be aware of common objections and have responses prepared in advance. This can include addressing concerns about cost, competition, or the perceived lack of need for your product or service.

Be Prepared for Rejection

Rejection is a part of cold calling, and it is important to be prepared for it. Try to maintain a positive attitude and focus on the next opportunity. Remember that every “no” brings you one step closer to a “yes.”

Follow Up

Following up with prospects is an important part of the sales process, and this is especially true with cold calling. After your initial conversation, make sure to send a follow-up email or message to reinforce your message and keep your product or service top of mind.

How to Get More Sales

How to Get More Sales

Track Your Results

Finally, it is important to track your results to measure the success of your cold calling efforts. This includes keeping track of the number of calls made, the number of appointments set, and the number of sales closed. This information will help you to refine your approach and improve your results over time.

In conclusion, cold calling is a valuable tool for generating new sales and reaching potential customers. By following these best practices, you can increase your chances of success and get the most out of your cold calling efforts. Remember to be prepared, confident, and persistent, and you will soon see your sales numbers start to rise.

Direct mail is a traditional marketing technique that involves sending physical advertisements and promotions directly to a consumer’s mailbox. Despite the rise of digital marketing, direct mail remains a viable and effective way to reach potential customers and generate new sales. In this blog post, we will explore some of the best practices for increasing sales through direct mail.

Target the Right Audience

One of the keys to success with direct mail is to target the right audience. This means identifying your ideal customer and finding ways to reach them through mailing lists, demographic data, or other marketing strategies. The more targeted your audience, the more likely you are to get a positive response from your direct mail campaign.

Use Attention-Grabbing Design

The design of your direct mail piece is critical to its success. To get more sales from direct mail, it is important to use attention-grabbing design elements, such as bold colors, eye-catching images, and clear, concise text. Your design should be easy to understand and should clearly communicate the benefits of your product or service.

Offer a Compelling Incentive

Another way to get more sales from direct mail is to offer a compelling incentive. This can be a discount, a free trial, or some other type of special offer that will entice your potential customers to take action. Be sure to make your offer clear and straightforward, and to include a deadline for when the offer will expire.

Use Direct Mail to Build Relationships

In addition to using direct mail to generate immediate sales, it can also be an effective tool for building relationships with potential customers. This can be done by sending follow-up mailings, offering educational resources, or simply keeping your potential customers engaged with your brand over time.

How to Get More Sales

How to Get More Sales

Personalize Your Direct Mail

Personalization is another key factor in the success of a direct mail campaign. This can be done by addressing your potential customers by name, using personal stories, or incorporating other personalization elements that make your direct mail piece more relevant and engaging.

Test and Measure Your Results

To get the most out of your direct mail campaign, it is important to continuously test and measure your results. This includes tracking the response rate, conversion rate, and other key metrics, and making data-driven decisions based on your results.

Integrate Direct Mail with Other Marketing Channels

Finally, it is important to integrate your direct mail efforts with other marketing channels, such as email, social media, and paid advertising. This can help to increase the reach and impact of your campaign, and can also help to build a more comprehensive and effective marketing strategy.

In conclusion, direct mail can be a powerful and effective way to reach potential customers and generate new sales. By following these best practices, you can increase the effectiveness of your direct mail efforts and get the most out of your marketing budget. Remember to focus on targeting the right audience, using attention-grabbing design, and offering a compelling incentive. With the right approach, direct mail can be a highly effective way to drive sales and grow your business.

Search engine optimization (SEO) is the process of optimizing your website and online content to improve your visibility and ranking on search engines like Google. With billions of searches being conducted each day, ranking high in search results can be a game changer for businesses looking to increase their sales. In this blog post, we’ll explore the key strategies and tactics for getting more sales from search engine optimization.

Start with Keyword Research

The first step in any effective SEO strategy is to identify the keywords and phrases that your target audience is using to search for products or services like yours. You can use keyword research tools like Google Keyword Planner or SEMrush to find these keywords, and you should aim to choose keywords that are both relevant and high-traffic.

Optimize Your Website’s Structure and Content

Once you’ve identified your target keywords, the next step is to optimize your website’s structure and content to rank well for these keywords. This includes updating your website’s meta descriptions, headers, and content to include your target keywords, as well as ensuring that your website is easy to navigate and that all of its pages are accessible to search engines.

Create High-Quality, Relevant Content

In addition to optimizing your website’s structure and content, you’ll also need to create high-quality, relevant content that will engage your target audience and help you rank well in search results. This can include blog posts, infographics, videos, and other types of content that are both informative and shareable.

Build High-Quality Backlinks

Backlinks, or links from other websites to your site, play a key role in determining your search engine ranking. To improve your search engine visibility, you’ll need to build high-quality backlinks from reputable, authoritative websites in your industry. This can be done through guest posting, link building, and other strategies that help to establish your site as a credible and trustworthy source of information.

Use Local SEO Tactics

If you’re a local business looking to reach potential customers in your area, local SEO tactics can be particularly effective. This includes optimizing your Google My Business listing, getting listed in local directories, and using local keywords in your content and meta descriptions.

Track and Analyze Your Results

To get the most out of your SEO efforts, it’s essential to track and analyze your results. This includes using tools like Google Analytics to track your website traffic, bounce rate, and conversion rate, as well as monitoring your search engine rankings and backlink profile over time.

Stay Up-to-Date with Algorithm Changes

Finally, it’s important to stay up-to-date with algorithm changes and best practices in search engine optimization. This includes regularly reviewing the latest SEO news and resources, and making changes to your strategy as needed to stay ahead of the competition.

In conclusion, search engine optimization is a key strategy for businesses looking to increase their sales and reach a wider audience. By focusing on keyword research, website optimization, high-quality content, backlink building, local SEO, and ongoing analysis and improvement, you can increase your visibility in search results and drive more traffic and sales to your website.

Momentum 360 is a Premiere Small Business and Real Estate marketing company in Philadelphia and tri-state area. Our main service offerings are 3D Virtual Tours powered by Matterport, as well as photography and videography. We are both a Matterport Service Provider and Google Trusted Photography agency. While 3D Virtual Tours started in real estate, they are versatile and applicable across every industry.

Momentum 360 specializes in virtual tours for real estate, small businesses, restaurants, retail, healthcare, professional services, and much more. These virtual tours help our clients showcase their business online, while also allowing them to rank higher on Google with SEO, and get more followers on social media. Call for a quote!

How to Get More Sales

How to Get More Sales

3 Best Ways to Generate Outbound Leads For Your Business in 2023

February 2, 2023 in Blog, Outbound, Sales

3 Best Ways to Generate Outbound Leads For Your Business in 2023

Outbound lead generation is a task that can be exhausting when done incorrectly; this is why many businesses often give up on endless direct messages, emails, and cold calls that get nowhere. Most potential clients have become accustomed to ignore the hundreds of messages they receive per week that just beg for business, which is a shame because many great connections could have been made. This is why it is important to learn how to properly generate outbound leads for your business, before you wear yourself out with old and out-dated strategies that don’t work! My business, Momentum 360, has seen so much success with outbound leads because of the techniques I use to create quality connections with my future clients. Today I will be going over my strategies for generating leads through LinkedIn, Instagram, and Cold Calling.

I will also be sharing real conversations with clients that always end with a sale! As well as, a complete cold call pitch that I use personally!

 

Don’t wait for your customers to find you! If you see a person or company that would benefit from your service or product, tell them! If you don’t, there is a good chance they will never know you or your business exists, and a mutually advantageous connection will never be made. But do not just spam a single message to thousands of potential clients, hoping to get a response. A solid connection will never be made this way, and you will end up working way harder than you need to.

Try to treat outbound pitching like dating, you wouldn’t ask a thousand girls or guys out on a date, if you were really only interested in a select few of them. If you know a business would most likely not need your service, don’t even bother spamming them, even if they might respond back. Instead, allocate this time on prospecting for a real client that you know will benefit from what you have to offer, and contact them in a way that is natural, refreshing, and professional.

LinkedIn

Here is a recent sales pitch I had with a potential client that I prospected on LinkedIn, who, after a short conversation decided to work with my company! How did I pull this off? First, I researched before I contacted him and found out that works with franchises, a kind of client I need. I would also be able to offer him commissions to his benefit as well.

I treated him professionally, as if we were already business partners, and told him the absolute truth as simply as possible. No shifty selling, cringy slogans, or exaggerated sales figures were in my messages. In fact, I found his email and sent him my business information before I DM’ed him, in order to save time and keep my intentions short and to the point; and also to catch his attention in a way that doesn’t seem like I’m trying to spam him with sales. Within only sending 5 messages, I was able to connect with a great client that I am still working with today! If you’re reading this “C.J.” Thanks again! Look over our conversation to understand what works when pitching a business:

3 Best Ways to Generate Outbound Leads For Your Business in 2023

3 Best Ways to Generate Outbound Leads For Your Business in 2023

Instagram

For Outbound leads on Instagram, I use the tool ManyChat. This website is useful for sending and organizing large amounts of messages and works with both Instagram and Facebook. I discovered a college that I determined could benefit from a virtual tour from my company. We have done these tours for universities in the past, and those examples are all displayed on my Instagram profile for prospects to view. Notice how she was asking about my business out of interest in my portfolio, rather than me telling her up front! As you can see, our conversation went perfectly and we were able to set up a 10 minute meeting within one week.

3 Best Ways to Generate Outbound Leads For Your Business in 20233 Best Ways to Generate Outbound Leads For Your Business in 2023

Cold Calls

Cold Calling is the most notorious method for outbound lead generation. Everyone knows how harsh these callers are treated, they will most likely receive many rude comments or abrupt hang ups each day from potential clients that are tired of their phone buzzing. But It doesn’t have to be this way! One mistake is that, after hundreds of calls wearing them out, the marketer might begin sounding like a robot as they read their lines over and over. It’s important to prepare your speech in a way where your opening line is fast and to the point and also has the ability to make an immediate connection, this way you can save your energy for a real conversation.

You should not have to go into paragraphs of dialogue during your call. Remember, just get to the point. Just say who you are, who you’re with, and what you do. Make sure to say this with energy! I’d recommend checking out Andy Elliot for some inspiration and tips on cold calling as well!

3 Best Ways to Generate Outbound Leads For Your Business in 2023

3 Best Ways to Generate Outbound Leads For Your Business in 2023

Now that you’ve learned some of my personal secrets to earn outbound leads, you should realize that reaching out to clients is not as hard as it seems. Prospect clients carefully, treat them professionally, and keep your conversations short and to the point for success. If you are a small business and need help with outbound leads we can help you with this, just fill out the free forum on our website. See you soon!

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