4 Reasons Why You Should Focus on Inbound Leads
We often talk to IT and software companies that rely heavily on #coldcalling. In our sales careers, cold calling and door-to-door measures also made up a large part of our sales activities. Many years later, we can openly say: we hated it! But beyond our personal experience, we see other good reasons why it might be better for B2B tech companies to be found online by potential buyers than to proactively approach them before they have signaled even the slightest interest. In this post, we'll give you our top 4 reasons to have an inbound strategy:
1?? QUALITY
Inbound leads are usually more qualified, since inbound leads have actively searched for information about your product or service, they are usually more interested in what you have to offer and are already further along in the buying process. This means they are more likely to be ready to make a purchase. So the close rate increases.
2?? ENGAGEMENT
Inbound leads tend to be more engaged with your company and your offerings. They take the time to research your product or service. They are interested in your solution and want to learn more about it. In our experience, this leads to longer and more productive sales conversations. The #buyingdecision is made faster as a result.
3?? COST-EFFECTIVE
Inbound strategies such as content marketing (e.g., here on LinkedIn) and search engine optimization are more cost-effective than traditional outbound marketing tactics, such cold calling via phone. While expensive Sales Reps spend weeks trying to identify the right contact, online efforts provide regular touchpoints with thousands of decision makers in your target audience.
领英推荐
4?? RECURRING REVENUE
In tech, your company doesn't earn the money for a high one-time software license, but via recurring fees. To reduce cancellations, it is fundamentally important that your solution also provides recurring value to customers. The strong customer loyalty generated by #inboundmarketing creates a high commitment and business relationships that often last for years.
Conclusion
Objectively speaking: Both inbound and outbound strategies can be effective for your lead generation. The best approach depends on your specific business, solution, target audience and available budget. It can be helpful to use a combination of inbound and outbound lead gen tactics to reach a broader audience and maximize your chances of success.?? ?