Inbound sales techniques have transformed the buying process, putting power in the hands of the customer. In many industries, traditional sales tactics such as cold calling and door-knocking are no longer effective. But that makes things more challenging for sales teams—quite the contrary.
Customers no longer require a salesperson to provide information and guide their purchasing decisions, thanks to the abundance of online marketing materials. Customers can and should conduct their research and make decisions when they are ready.
The modern sales team can now succeed by developing solid relationships with their target market. Brands can prioritize customer needs and meet customers at the right time using an inbound sales approach.
Ways to Get Qualified Leads
Send Personalized Cold Emails to Make Your Prospect’s Inbox Pop.
Cold email outreach is an excellent way for your agency to generate leads. You can contact any decision-maker who appears to be a good fit and have a genuine conversation with them.
The benefit of email is that there are no gatekeepers, and you know your prospective client will check their inbox throughout the day.
It’s also a direct channel. Put yourself in your recipient’s shoes, write an email that piques their interest, and initiate a conversation. If everything goes well, it won’t be long before they sign on as a client with your agency.
How do you go about cold emailing for your company?
- By Sourcing Qualified Prospects
To begin, gather a list of qualified prospects. It’s better to email fewer people who are a better fit as potential clients than to email many who only vaguely match your buyer persona.
Prospecting tools can assist you. Enter your prospecting criteria, such as:
- Industry: IT/Software
- Company size: 20+ employees
- Revenue: $10,000,000+ per year
- Location: Los Angeles
Always use an email verification tool to ensure your emails are valid before contacting anyone.
- By Writing Your Cold Email Templates
The next step is to craft persuasive cold emails. You’ll want to show your prospects why they should talk to you in emails.
This means you must:
- To avoid wasting their time, keep your email brief.
- Make it unique to them by personalizing it.
- Make your email body interesting to pique their interest.
- Have an easy-to-response call-to-action.
You will need to use attributes to personalize each email. Most cold email software has these features.
Attributes are informational snippets such as your prospect’s first name, company name, job title, or even an entire custom sentence or opening line.
Your prospect spreadsheet will include these. You can include your prospect list in your email templates after uploading it to your cold email software.
When you send emails, the attributes will auto-fill each email with the unique attribute, ensuring that each email you send is unique to the recipient.
Personalizing every email with attributes is critical if you expect a response because decision-makers will delete your email if it’s obvious you haven’t done your basic research.
- By Automatically Sending Cold Emails and Following Up
You’ll spend all day in your inbox if you try to send all of your cold email campaigns manually.
To truly scale your campaigns, use a cold emailing tool to automate your email sending. You can add as many emails as you need to a campaign using the campaign builder, with delays between each follow-up email.
You can add as many follow-up emails as you need to a campaign. Because 55% of cold email campaign responses come from one of the follow-up emails, it’s always worth including at least two to three follow-ups.
Once your campaigns are up and running, your emails will be sent automatically, and all you and your team will have to do is respond to your prospects when they contact you.
Cold email is an effective method for generating agency leads because it is highly targeted, personalized for your prospects, and scalable if you use a cold email tool.
Use LinkedIn Automation and Cold Messaging to Reach Decision-Makers.
LinkedIn is the ideal social media platform for locating and connecting with B2B decision-makers. The platform is used by millions of decision-makers, making it ideal for your agency’s lead generation needs.
Here’s how to use LinkedIn to generate leads:
- Optimizing Your Agencies Profile
The first thing you should do is improve your profile.
Use a professional profile picture and a benefit-driven profile headline. Ensure your company details are explained in your work history section so that prospects know exactly what you can help them with when they see your profile.
This step is critical because they will look at your profile when you contact a lead. They are more likely to want to talk to you if your profile makes a good first impression.
- Using Sales Navigator to Find Agency Leads
You’ll also need a Sales Navigator account. This has several advantages, including:
- Improved search functionality to help you find prospects faster.
- Expands your invite limit
- Using external LinkedIn automation tools makes your account less likely to be restricted.
You can use Sales Navigator to filter LinkedIn users based on criteria such as:
- Size of the company
- Profitability of the company
- Occupational title
It will even recommend leads at a company based on the type of decision-maker you typically contact.
Using Sales Navigator to build your prospect list, you’ll quickly accumulate a list of qualified leads and potential customers.
It’s now time to reach out.
- Automatically Reaching Out to Prospects on LinkedIn
These LinkedIn outreach automation tools allow you to create automation sequences. Once your message sequence is complete, you can schedule and send it.
You will soon start receiving responses if you build momentum and send out outreach messages regularly.
Even if your leads do not respond, they will visit your profile and notice that you run an agency and can help them solve business pain points.
LinkedIn outreach is a highly personalized channel that can produce excellent results for agencies.
Use Targeted Cold Calls to Have Real Conversations.
With so many digital channels available, cold calling is often seen as an old-school sales tactic. However, there is a reason why SDRs in fast-growing companies all over the world continue to rely on cold calling.
You can communicate with your agency leads from anywhere in the world.
It’s a good channel because it’s authentic and cannot be imitated. Because your prospects know it’s you on the phone, research shows that 82% of buyers are willing to accept meetings resulting from a cold call.
So, how do you cold call effectively to generate leads for your agency?
- Identifying Prospects and Obtaining Their Phone Numbers
To begin, you’ll need a list of prospects and their direct dial numbers.
Upload and other B2B database tools will help you find qualified leads based on hundreds of filters and then show you their contact information, including a phone number.
To manage the process, you can use cold calling software. You’re ready to reach out once you’ve uploaded your prospect list into the tools.
- Using a Sales Dialer to Call Through Your List
Cold calling tools include automatic sales dialers. These tools will go through your prospect list and call each person using the phone number you provided. If no one answers the phone, you can leave a message. Then, your sales dialer will automatically call the next person on your list. It’s a very efficient way to get through your to-do list.
- Including Cold Calls as a Point of Contact in a Cold Email Campaign
Cold calling can also be combined with other cold outreach strategies.
You can now call prospects directly from your cold emailing tool using your cold calling tool account information. You can manage your entire agency outreach process from a single location.
When you make a call, the interaction is recorded in both accounts, so you never have to manually add or transfer information to your sales tools.
Cold calling can be a critical growth channel for your agency if done correctly. Organization, working through your list and having a plan for each conversation are the keys to success.
Find Niche Networking Groups to Build Your Reputation.
Networking is a time-consuming and labor-intensive strategy.
However, you will generate new sales leads if you approach it honestly and seek to add value to other people and their businesses.
The key is to find networking groups that include people who meet your prospecting criteria.
- Finding Local Groups and Increasing the Value of Networking Events
Suppose you want to generate leads for a digital marketing agency that sells SEO services to clients in a specific city. In that case, you could begin by attending events geared toward business owners.
Instead of simply attending networking events and pitching, consider providing value. Many events will feature speakers or workshops, so if you can provide free information to attendees, consider doing so.
For finding events, you can use websites like Meetup. Include keywords related to your industry as well as your location. You’ll see a list of potential events to attend to begin expanding your network and adding value.
- Prospect Networking Over the Internet
Alternatively, your firm may work with business owners worldwide, but you specialize in a specific niche, such as assisting e-commerce businesses that host their online store on Shopify.
In that case, you could look for online groups on Facebook or interact with people who match your ideal customer persona on Twitter.
You can share content, answer questions, and be a resource for your prospects.
Over time, you’ll establish a reputation in your industry as someone who can provide value and assistance to anyone who needs it.
Networking is the slowest of these outbound strategies because it takes time to develop a personal brand and establish yourself as someone who can provide expertise to others in your field.
Participate in online forums and communities.
Whatever industry your company is in, you can be confident that you are not the only one talking about it. Forums and online communities are other excellent ways to spread the word about your products or services.
You can leave a comment on a post if you follow certain blogs relevant to your business. The goal here is to contribute to the conversation genuinely; a thorough, insightful comment, or even a question, can help keep the conversation going. A simple “great article!” comment is merely filler and adds nothing to the discussion—and other audience members will be unimpressed.
Furthermore, this type of engagement fosters a relationship with the content creator, who will be grateful that their audience is interested in what they have to say after all the time they spent creating it. (After all, don’t you want people to interact with and respond to the content you create?)
Furthermore, participation like this fosters connections that can pay off in unexpected ways in the future. You never know when someone will need an authority or resource on a topic in which you are an expert.
Implementing a chatbot on your website is another way to participate in online conversations. A chatbot is an automated tool allowing customers to converse with you even when you are unavailable.
You may have received an automated response if you’ve ever messaged a business or brand on Facebook. That is a chatbot in action.
Chatbots can not only help you improve your efficiency by automating routine tasks, but they can also help you improve your relationship with your customers by delivering the information they require immediately.
Whatever method you use to generate qualified leads, keep in mind that you must first understand the needs of your target audience. Investigate which types of content they prefer and provide them with exactly what they require. Only in this manner can you be confident of expanding your reach and generating more leads.
Remember to establish specific criteria for qualifying leads as qualified leads. It would be easier to measure the results this way.