In This Article
Want to generate high-ticket B2B leads?
Generating outbound leads in B2B requires a well-planned strategy. Let's talk about everything about how you can generate B2B outbound leads in this comprehensive blog.
Get it started with the concept first.
What is outbound lead generation?
Finding potential customers who may not know your company or your workings is the main task of outbound lead generation. The processes of lead generation are cold calls, cold emails, marketing, promotion & advertising, participating in trade shows, and other methods.
An effective lead generation process includes
Creation of buyer personas
You have to know who your ideal customers are; otherwise, it's a mere waste of time chasing bad quality leads. Targeting people who have zero or no interest at all in your services is pathetic, right?
Hence, you need to create your ideal customer profile along with a buyer persona to start the process. It can help you target the right person for your products or service offerings. If you want to target people working at various companies in C-level designations, you have to prepare a buyer persona like this;
| Name | Michele Scott |
|---|---|
| Position (Job Title) | Branch manager of a $90 million paper company |
| Responsibilities | Set goals for the team selling paper supplies to businesses via B2B contacts |
| Challenges | Had a stagnant financial year, not sure about how lead generation outsourcing works. Also, not comfortable with new technology. |
| Goals | Getting high-quality leads and recovering deficits. |
| Method of communication | |
| Company Info/ Contact Info | Dunder-Mifflin Paper Company Scranton, US |
Get your list ready (make it large)
Once you have prepared your buyer persona, the next step is to prepare a compilation of potential leads you can reach out to. However, while you take out the contact info of our B2B leads, you need to ensure that these leads are aligned with your buyer personas.
It's always better to make your prospect list big so the chances of getting more responses can increase. A big list means more opportunity. You can set more appointments if you keep your list big.
Have you considered buying lead lists?
Don't fall for that gamble. Having a small team is a challenge, but you should avoid buying a list. Instead, you can build your own strategy. It's comparatively safe and it does work.
Set up your personalized messaging strategy
To stand out from the crowd, you have to personalize your message. Delivering personalized messages demands a lot of hard work from your side. You need to extract information about your prospect to frame personalized messages. Categorizing your leads into various segments can help in this case.
Thereafter, you have to build up a personalized story to catch the attention of your prospects. Your message should be clear and compelling enough so that the intended group can resonate with that. They'll respond to your emails once they find that your emails are value-driven. So you need to focus on providing value via your cold emails.
Cold emailing – a powerful technique for outbound leads
Did you know the average email open rate across industries is about 42.3%?
This stat indicates that people still believe in email services and use email for business communication. Sending cold emails still works in formal business setups. It can boost your outbound efforts and provide you with outbound leads.
All you need is to develop an email outreach strategy so that you can reach out to decision-makers who are harder to reach via formal sales channels. Work on your email content and hooks to make sure your emails are getting opened by your intended recipients.
Best practices of outbound lead generation
Give it some time
Sent a cold email and then expected to hear back? That's so wrong!
Lead generation strategies need time to bear fruit. Don't expect your client to respond to you immediately after sending a cold email. Maybe you need to send multiple follow-up emails to close the deal. How your potential client is going to respond that not in your hands. Even if you apply PPC then you have to set it aside for a while. Remember one thing: do not change your outbound strategy every now and then. Stick to it until you see any visible change.
Go for a multithreaded approach
Sales multithreading is an approach to connect multiple decision-makers within an organization. Suppose you're targeting a B2B firm that sells taxation services. Hence, as per the multithreading approach, you need to target the CEO, the manager, and, along with that, the business development executive altogether to make your impression solid.
Similarly, if you're sending cold emails, then you have to send emails to 5-10 people at your targeted company to make an impact. The response rate for cold emails is genuinely low, but with a multithreaded approach, you can close deals.
Think beyond the funnel
Do not think just like everybody when it comes to directing your prospects to take action. Being overly focused on the bottom of the funnel can negatively affect your marketing performance later. For betterment, you need to think beyond the bottom of your sales funnel. You need to start thinking about lead nurturing at this stage if you want to gain consistent success for a long time.
Limit personalization
Overly doing personalization is a creepy strategy. Imagine you are keeping your prospects' personalized emails one after another without knowing whether they're interested or not. Sending hyper-personalized emails to our prospects can put your brand into dangerous situations. Because no company is allowed to overuse personalized information for marketing. Hence, you have to limit the personalization strategy so as not to sound creepy.
How to manage your leads effectively
Once you start the outbound lead generation, there's no going back. If you apply the right strategies at the right time, you can expect more leads within your radar. Collecting and storing the leads need to be done precisely so that nothing gets changed. For that, you can rely on any lead processing company that has many years of experience managing B2B leads. They can help you process your leads accurately and lead you to more conversions.
