If you believe the ‘blogosphere’ and marketing machines of many big businesses you’d be likely to believe that the future of B2B lead generation is all inbound marketing.
2014 Research by the Aberdeen Group into companies using sophisticated marketing automation software (i.e companies that are still ahead of the game for most industries), showed that the ‘best in class’ companies used a split of:
It’s compelling reading and something we concur with and see day in day out with fast growth companies.
Lots of blogs (from marketers) say inbound marketing allows you to educate people early on in the sales cycle. People who’re looking for your products or services, that you’re supposedly NOT aware of.
This has been termed ‘the invisible sale’.
As huge proponents of OUTBOUND SELLING we don’t agree with this.
Well, when implemented correctly, outbound prospecting can connect you to the most senior people in an organisation and influence their long range business strategy. Outbound sales also allows you to influence their buying criteria and ultimately their specification criteria.
And the best bit?
You’ll reach them BEFORE they delegate the task of building the ‘short list’, or reach out via inbound marketing methods.
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When someone says “we don’t have a budget for this”…
…you’re in the right place AND at the right time.
You might think that’s a bit of an odd statement to make, but here’s why you can use that to your advantage,
You see, at this stage no one’s influenced the senior people in that company on their long range business strategy, That is good for you. Once someone has educated your prospect on options that exist for their long range business strategy you can guarantee that that won’t involve you!
Hewlett Packard and Kenan Flagler business school researched senior peoples involvement into a buying cycle, and found that senior people are heavily involved at the front end of a buying cycle when they’re seeking to:
and shortly after that they duck-out and delegate decisions and research to lower management.
Once you understand that…
You can take brilliant value-based outbound messages directly to the senior people in an organization that will educate and provide them with key insights they could never have seen without your help.
If you already have a list of Target Prospects, or Named Accounts, then inbound is a slow and indirect way to communicate with them.
These are the companies that you have singled out as being the ones to add into your top 20% percentile of best clients. These are the ones that great business growth expert (but sadly deceased) Chet Holmes would have called his ‘Hot 100′.
Inbound is great at building brand awareness, ‘Top of Mind’ presence and generating leads. I totally agree but sometimes there are more direct and more successful ways.
With inbound It can be hard to correctly qualify the prospects that are reaching out to you. Only a small percentage of people who engage will be a great fit with your Ideal Prospect Profile. This can often result in you spending a significant amount of time and resource with prospects that are never ever going to be a great fit.
Not many people talk about this but a true inbound marketing lead generation system takes a huge amount of resource.
It isn’t just a case of turning on Google PPC and sending them to your home page.
You have to identify your prospect personas, identify their different evaluation stages and create a MASSIVE amount of professionally written and packaged content to serve up to them. This isn’t a cheap endevour and very often gets overlooked when people do price comparisons between inbound and outbound methodologies.
It’s NOT just the cost of the PPC…
…It’s also the army of interns or outsourcers who created the content. The designers who packaged it. The marketing automation platform that delivered it. The heat tracking and analytic programs that tested engagement…
And if you’re a solo consultant or growing practice, that can also mean long nights spent writing content after work. Long nights spent desperately trying to crack this “inbound thing”.
Many consultants I speak to are at breaking point.
They’re tired, struggling, and confused about why it’s taken so much time and resource to produce very few results – if any!
Very often all of the Inbound process is done at the PC looking at buyer personas.
It typically involves blogging, analysing data and researching.
Amazingly…. with little to NO interaction or engagement the real human beings that you desire to help (and SELL to).
“My biggest fear for inbound is that, for many, it’s creating a culture where no one is capable or actually wants to pick up the phone and speak to a prospect.”
This is becoming extremely visible in the b2b sales world. There is a culture being perpetuated that it’s OK to try and grow a b2b sales based business without ever interacting with your prospects.
But here’s the thing…
“If YOU can find a way to connect with your ideal prospects without cold calling or pushy sales tactics, you’ll have a huge advantage in your market place”
In fact, that’s exactly what I’ll walk you through in my 6 step sales prospecting system that I’ll run through with you if you qualify for a free Predictable Pipeline Strategy Call that you can check out here
The more you actually talk to your prospects, the more you’ll understand them.
You’ll also find out what’s happening in their world, which means you’ll sell more and earn more revenue. Period.
By the time someone comes to you via an inbound enquirer, they are already well into their buying process and have decided what they think their solution to the problem that they perceive exists. You’ll do well to have any ability to influence this!
The following are some of the well know view points on outbound prospecting along with our commentary on why we disagree!
On this one we’ve led with weaknesses first as there seems to be a whole lot more of them!
1) Pinpoint And Cherry Pick Your Best Prospects
Outbound enables you to pinpoint your best prospects and VERY QUICKLY and open up a dialogue with them.
2) Make A Human Connection
In most cases, it allows you to speak to a HUMAN, and ask questions.
If they aren’t in a position to be a good fit for your Strategy Call, or your Discovery Call, you can ask permission to put them into your marketing automation programs. This will position you as the logical choice when the time comes for evaluating solutions.
3) Very quickly gain access to senior people within an organisation
Most companies don’t have the traditional ‘gate keeper’ that protects, or ring fences, senior executives from the outside world anymore.
It’s easier today to access senior executives than it’s ever been ever.
The irony of course, is that this is a time when some companies are abandoning outbound prospecting.
Now, if that includes your competitor…
4) Outbound allows you to profile your marketplace and get feedback on what the market is thinking and doing.
I see so much ‘analysis by paralysis’ from companies who try to determine everything about their Ideal Prospects by boardroom sessions and analysing data.
What they often overlook is the fact that…
“You can use outbound to quickly engage with your prospects”
And that’s not all…
It also allows you to begin the process of testing and refining your messaging, your offer and even your core product.
Many people happily cite research that shows that any one time 70 – 90% of the prospects in a market aren’t open to considering the purchase of any product, service or solution. They’re either satisfied with their current situation, or they’re simply not thinking about it.
About 7 – 20% of prospects are thinking about the problems you say you solve, and only 3 – 7% are in an active mode of searching for a product, service or solution.”
And they cite this as a negative which is what I find astonishing!
So what that means to me is…
3 -7% of the market have already been influenced by someone else or they’ve come to their own conclusion about what their ‘problem’ is.
They’ve determined what they believe to be the best likely solution and they’re now actively seeking out every vendor in the marketplace to ‘cut a deal’.
These prospects have a very defined criteria which is often not a true reflection of what they NEED but actually what they WANT.
They won’t listen to you when you try to influence that choice.
They frequently won’t engage in a dialogue and want you to submit proposals, tenders or turn up and do a ‘dog and pony show’ presentation without being able to ask too many questions.
Hey, did I say that they expect you to be the lowest cost provider?
I’m not sure I want a pipeline full of these prospects. Never mind paying extortionate PPC costs to get an opportunity to quote for them.
About 7 – 20% of prospects are thinking about the problems you say you solve and may allow your outbound approach.
These are the real ‘low hanging fruit’. These guys are the people and companies that’ll be willing to listen if approached correctly and aren’t too far down the line of the purchasing decision to make them more of a pain than a prize.
These prospects in a market aren’t open to considering the purchase…
and that’s EXACTLY why these are your very best prospects.
These guys are likely to be the people and companies that you look back at after finishing your project and think
“Man, those guys were great. why can’t they all be like that?”
These are the companies that you can really influence, educate, help set long range strategy and provide value to.
If, that is… if you can get to them. And that’s a VERY big IF… I’ll give you some insights on EXACTLY how to do this for your best prospects if you qualify for our free Predictable Pipeline Strategy Call
Very rarely will you get to these guys in any quantity by using inbound methods.
BUT… you can with an effective outbound prospecting system.
Does that mean I don’t favor the use of Inbound Marketing?
The highest returns are there for companies that can effectively use both Inbound and Outbound methods.
If anyone ever tells you it’s an “either or” equation then run away kicking and screaming.
It’s like a childhood maths question:
By combining effective inbound and outbound you can create value greater than the 2 component parts.
So that begs a question…
The main 3 methods of outbound prospecting available to B2B businesses are:
The most effective of those 3 – by a long shot, is Cold Email.
Just imagine the control you’d have over your business growth and scale, if you could create an outbound prospecting system that didn’t involve pushy sales practices, didn’t clash with your brans ethos and was pretty simple to implement and get traction with.
IF you want to know more about the 3 outbound prospecting strategies and why Cold Email is by far the easiest and best then register for your Predictable Pipeline Strategy Call with me personally here where I’ll break it down specifically for your target marketplace
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