While many marketers may believe that traditional outbound tactics are on their way out, the truth is, a balance between both inbound and outbound is a must in order to achieve real growth. Each side has its strengths and benefits, and there are endless possibilities for merging the two. Blending inbound and outbound tactics will enhance campaign success and increase lead quality.

Lead Qualification

Using a contact database for your teleprospecting efforts that is built from inbound leads can make your lead generation campaigns far more effective. These are people who are at least somewhat familiar with your company, products, and services. This gives your callers a great ice breaker and an idea of what the prospect may be interested in. A higher-quality lead saves time for sales teams and increases conversion rates. 

Lead Nurturing

Email tends to dominate when it comes to lead nurturing as much of the process can now be automated. Email drip campaigns that consistently put valuable content in front of those prospects that are not quite ready to buy will keep your company at the top of their mind and continue to show the value your company has to offer. These campaigns can also be used as a means to upsell current customers, keeping them on for the long term. Picking up the phone to re-establish a connection with older prospects can help your company stand out. There are many different types of lead nurturing campaigns that help guide prospects through the sales cycle. Teleprospecting leaves an impression and can enhance the effectiveness of your lead nurturing campaigns.

Appointment Setting

Appointments set during a live conversation are far more likely to hold than those created through the inbound process. When someone commits over the phone, you have the ability to request a calendar invite immediately to cement the appointment further. A live conversation also allows you to identify the subject matter your prospect would like to cover during a meeting with your sales team. The additional information captured will enable sales to streamline their pitch and be prepared with well-thought-out answers to the prospect’s biggest questions.

Newsletters

Leveraging your blog articles within a monthly newsletter email blast can make them far more useful to your prospects and customers. Previews and links to these articles help drive website visits and guide them toward converting on the CTA’s you’ve placed on your articles. This can provide valuable information on the interests of your prospects and their stage in the buyer’s journey.

Multi-Channel marketing combines both inbound and outbound efforts, helping you generate higher quality leads and reach your prospects in various ways. Traditional marketing tactics are not going away. They’re just being used differently.

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