What is Outbound Marketing
Outbound Marketing is a lead generation strategy whose key principle is SEEKING. You proactively look for customers.
(While in Inbound Marketing, vice versa, you attract customers to make them contact you).
That’s the reason why we use “hunting” as a metaphor of Outbound Marketing.
Outbound Marketing consists of:
- contacting “suspects” via different media (mail, email, phone) to assess their level of awareness of the problem your product or service solves
- if they have a big enough pain that they want to solve in the short term, and your product/service is a good fit for them (and vice versa), invite them to know more about your solution. They become a “lead”, and you can ultimate set a sales appointment too dig deeper and sell your product or service
- if they don’t feel the pain, or they plan to address that issue in the mid or long term, keep in contact by nurturing them with quality information, to build credibility and trust in you/your brand/your solution
Our Outbound Marketing Services
Our Outbound Marketing done-for-you services let you win customers through this process:
- Define who your ideal customer is.
- Purchase a list by a list broker according to the ideal profile you’ve just set above. In addition, extract a list of suspects/prospects/ex-customers/dormant customers from your legacy systems, CRM, ERP, Excel files, whatever…
- Segment the whole list in multiple sub-lists if you want to be a perfectionist… or just manage the compound list as a whole
- Contact each name on the list multiple times, via multiple concurrent channels, to nurture them with valuable information, mixing hi-tech and human touch.
Preferred channels/strategies we use are:
- The magic happens in a funnel that is partly automated with the most advanced technologies, and partly manual.
That’s why we use the term Hi-Tech and Human Touch.
- Once a contact raises her hand to say “Yes, I’d like to know more”, she becomes a “lead”.
- Qualify the actual needs, and set an appointment to understand better their needs and ultimately sell your solution.
Outbound Marketing Funnel
We’ve created a suite to implement this outbound marketing funnel, fully integrated with all of our lead generation services into a unique platform.
Such suite/platform is called Lead Generation Farm™.
To learn more about it, click below and register for the webinar that describes the most advanced methodology to generate leads for technical and industrial products or professional services in business-to-business markets:
Why We Are Way More than a Call Center
Very often, in the past, outbound marketing or outbound lead generation was meant as a mere synonym of cold calling or telemarketing.
This is NOT our case.
First and foremost, we are NOT a call center.
We are a team of lead generation experts who understand marketing and sales strategy, psychology, of prospects along their purchasing journey,… and also use telephone as a smart medium to engage with suspect.
We do NOT cold call anybody to set appointments like it was used in the 80’s.
We “warm call” suspects to follow-up after having nurtured them with quality content.
We do not accept one-shot projects aimed to burn a list of 10.000 names in 2 weeks. If that’s your need, we aren’t the right provider for you.
We only take in charge suspect’ lists for a minimum period of 12 months.
This is just to give any individual suspect a minimum time required to eventually become a “sales ready” lead (and by the way – in most cases – 12 months is not even a sufficient time window to see a suspect mature and become ready to make a purchasing decision).
We input the list into our Lead Generation Farm™ and nurture them with content. We feed them continuously and passionately, month after month.
We do not randomly contact once in a while: we feed each of them with engaging, infotaining content, to build a relationship.