Want to reach more potential customers? Incorporating outbound lead generation into your sales process is a way to do that. Outbound techniques bring really good results, if executed wisely. Use our tips and tricks to conduct a smooth campaign and get the best results out of it!

1. LEAD GENERATION CAMPAIGN
IN 10 STEPS:
DO IT - DON'T SCREW IT!

2. STEP 1
CHECK YOU
COMPANY'S
ONLINE
REPUTATION

3. MAKE SURE IT IS EASY TO FIND
INFORMATION ONLINE ABOUT YOUR
COMPANY AND KEY PEOPLE BEHIND IT

4. CHECK IF THIS INFORMATION IS
ADEQUATE AND PERSUASIVE

5. DOUBLE-CHECK IF A COMPANY'S
WEBSITE UP AND RUNNING PROPERLY

6. MAKE SURE DESIGN OF YOUR WEB
CHANNELS IS APPEALING AND HAS
USER-FRIENDLY INTERFACE

7. FILL IN PROFESSIONAL SOCIAL MEDIA
PROFILES FILLED IN WITH YOUR
EXPERIENCE, ACHIEVEMENTS AND
RECOMMENDATIONS

8. PERSONAL SOCIAL MEDIA
PROFILES...WELL... MAKE SURE
THEY'RE LOOKING DECENT AT LEAST

9. STEP 2
PICK YOUR
TARGET
GROUP
We're here!

10. WHAT ARE THE IDEAL INDUSTRIES
YOUR POTENTIAL CUSTOMERS
OPERATE IN?

11. WHAT PROBLEMS AND CHALLENGES
DO THEY HAVE?

12. WHAT IS IMPORTANT TO THEM?

13. WHAT DO THEY SPEND THEIR MONEY ON?

14. WHAT OTHER RELATED
PRODUCTS/SERVICES DO THEY
PREFER?

15. STEP 3
FIND
CONTACTS

16. COLLECT CONTACTS MANUALLY (JUST
GOOGLE THEM AND STALK VIA
PROFESSIONAL SOCIAL MEDIA)

17. BUY READY MADE EMAIL LISTS
*WE DON'T RECOMMEND TO BUY THEM, CLICK HERE TO SEE WHY

18. USE PLUGINS AND SOFTWARE TO
SCRAP EMAILS FROM THE INTERNET

19. BUY ACCESS TO SAAS PROSPECT
DATABASES
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20. THERE ARE SOME PITFALLS ABOUT PURCHASED
CONTACTS: THEY GET OUTDATED QUICKLY, BESIDES
THEY MIGHT CAUSE BLOCKING/BLACKLISTING OF
YOUR EMAIL ACCOUNTS.
ALSO BE CAREFUL WITH WEB SCRAPPING: IT'S KIND
OF A GRAY AREA AND MANY WEBSITES DON'T
ALLOW USING IT.
FOR MORE TIPS ON FINDING CONTACTS - CHECK
OUT OUR RECENT BLOG POST

21. STEP 4
FROM TWO
HARES FOCUS
ON THE
FATTER ONE

22. REPHRASE A FAMOUS PROVERB AND
YOU'LL GET: “YOU RUN AFTER TWO
POTENTIAL CLIENTS - YOU WILL CATCH
NEITHER”.
BUT WHAT TO DO IF YOU WANT TO
CATCH BOTH OR ALL OF THEM?
THERE IS ONE TRICK.

23. FIRST, RECOGNIZE 2 TYPES OF
POTENTIAL CLIENTS:

24. COMPANIES, THAT CAN BRING YOU A
LOT OF CASH, RECOGNITION, LONG-
TERM OR REPEATING PROJECTS
(USUALLY BIG, WELL-KNOWN,
PRESTIGIOUS COMPANIES; A FEW OF
THEM OPERATE ON THE MARKET)

25. COMPANIES, THAT CAN BRING YOU
LESS PROFIT AND BENEFITS (SMALL
SCALE, LOCAL, NOT PROSPEROUS
COMPANIES; PLENTY OF THEM ARE ON
THE MARKET )

26. NEXT, FOLLOW THIS STRATEGY

27. FOCUS ON CONTACTS THAT
POTENTIALLY CAN BRING YOU MORE
BENEFITS:

28. OPTIMIZE YOUR EFFORTS TO REACH MORE
CONTACTS WITH LESS BENEFITS (F.E. USE
AUTOMATED EMAILING SYSTEMS TO
APPROACH MANY OF THEM AND TO KEEP
COMMUNICATION PERSONALIZED)

29. STEP 5
SUBJECT LINE
FOR HIGH
OPEN RATES

30. SHORT (4-7 WORDS MAX) AND
PERSONALIZED
(INCLUDES A RECIPIENT'S NAME,
REFERRAL, COMMON INTEREST)

31. LOOKS LIKE SENT BY A
COLLEAGUE/PARTNER

32. CONTAINS A MAIN POINT
BUT KEEPS INTRIGUED

33. HERE ARE SOME GOOD EXAMPLES:
"IDEA FOR [COMMON INTEREST]"
"I HAVE A QUESTION ABOUT [COMMON
INTEREST]"
"[COMMON CONTACT] RECOMMENDED
CONTACTING YOU REGARDING [TOPIC]"
"[NAME], DO YOU HAVE 10 MINUTES FOR
SKYPE CALL?"

34. HERE ARE SOME GOOD EXAMPLES:
"IDEA FOR [COMMON INTEREST]"
"I HAVE A QUESTION ABOUT [COMMON
INTEREST]"
"[COMMON CONTACT] RECOMMENDED
CONTACTING YOU REGARDING
[TOPIC]"
"[NAME], DO YOU HAVE 10 MINUTES
FOR SKYPE CALL?"
STEP 6
EMAIL BODY
THAT SEDUCES

35. SKIP LONG INTRODUCTION IN THE
BEGINNING (IT'S IN YOUR SIGNATURE..
WE HOPE)

36. USE A REFERENCE, MENTION WHERE
YOU GOT CONTACT INFORMATION AND
WHY YOU SENT THIS EMAIL

37. BE CUSTOMER-CENTRIC, MAKE
RESEARCH ABOUT A RECIPIENT AND
TAILOR EMAIL CONTENT AROUND
YOUR FINDINGS

38. DON'T TRY TO SELL AND DEFINITELY
AVOID PHRASES LIKE “OUR
[PRODUCT/SOLUTION] IS WORTH
TRYING” OR "WE CAN HELP YOU"

39. INSTEAD, TRY SOMETHING LIKE THIS:
"I ASSUME YOU ARE ALSO FACING [A
PROBLEM] DUE TO [SOME FACT
CAUSING A PROBLEM]. WE WENT
THROUGH THE SAME SITUATION IN OUR
COMPANY LAST YEAR. HAVE YOU TRIED
[SOME SOLUTION] OR [ANOTHER
SOLUTION]?”

40. STEP 7
CTA

41. DEFINE WHAT YOU EXPECT FROM A
RECIPIENT BY ADDING A CLEAR
CALL-TO-ACTION (CTA) -
OFFER A MEETING OR A CALL
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42. HERE ARE SOME GOOD EXAMPLES:
"IDEA FOR [COMMON INTEREST]"
"I HAVE A QUESTION ABOUT [COMMON
INTEREST]"
"[COMMON CONTACT] RECOMMENDED
CONTACTING YOU REGARDING
[TOPIC]"
"[NAME], DO YOU HAVE 10 MINUTES
FOR SKYPE CALL?"
STEP 8
FOLLOW UP

43. DON'T PACK EVERYTHING INTO YOUR
FIRST EMAIL. INTRIGUE POTENTIAL
CUSTOMERS ENOUGH TO REPLY TO
YOUR EMAIL

44. FOLLOW-UP WITH MULTIPLE NEW
MESSAGES (UP TO 8, ALTHOUGH SOME
SAY IT TAKES ABOUT 13) UNTIL YOU
GET A RESPONSE

45. STOP SENDING FOLLOW UPS IF YOU
GET A NEGATIVE ANSWER (YOU
SHOULD, HOWEVER, REPLY IT)

46. IF YOU GET A POSITIVE ANSWER - KEEP
COMMUNICATION PROACTIVE AND
TWO-SIDED AND FOLLOW THE NEXT TIP

47. STEP 9
ANSWERS
Inbox (13)

48. IF YOU FOLLOWED OUR TIPS SO FAR,
AT THIS POINT YOUR INBOX WOULD BE
FULL OF ANSWERS. AND IT'S VERY
IMPORTANT TO RESPOND TO THEM AS
FAST AS POSSIBLE
SO WHAT IS WHAT IN YOUR INBOX
AND HOW TO REACT ON THAT?

49. IT'S “YES” IF YOU HEAR “LET'S TALK”,
OR IF YOU ARE ASKED TO PROVIDE
DETAILS.
IN THIS CASE ARRANGE A
CALL/MEETING ASAP. IF IT DOESN'T
LEAD YOU TO A DEAL - ASK FOR
REFERRALS AND FEEDBACK

50. “NO” IS EASY TO RECOGNIZE, IT SOUNDS
ROUGH AND SHORT, SOMETHING LIKE “WE
DON'T NEED YOU! NEVER EVER EVER!”
BUT DON'T IGNORE NEGATIVE ANSWERS,
NO MATTER HOW HARSH THEY MIGHT
SOUND. REPLY, THANK FOR THEIR TIME,
ASK FOR FEEDBACK AND REFERRALS

51. IT'S “LONG YES” IF IT'S NEITHER “YES”
NOR “NO” (YOU USUALLY HEAR
“MAYBE”, “WE ARE NOT SURE”)
IN THIS CASE YOUR TASK IS TO GET A
DEFINITE ANSWER ASAP

52. HERE ARE SOME GOOD EXAMPLES:
"IDEA FOR [COMMON INTEREST]"
"I HAVE A QUESTION ABOUT [COMMON
INTEREST]"
"[COMMON CONTACT] RECOMMENDED
CONTACTING YOU REGARDING
[TOPIC]"
"[NAME], DO YOU HAVE 10 MINUTES
FOR SKYPE CALL?"
STEP 10
THE CALL

53. WHO WILL HANDLE THE CALL? IS IT THE
SAME PERSON WHO SENT OUT EMAILS
AND FOLLOW UPS? IF NOT - ENSURE
CONSISTENCY

54. BE SURE THAT A PERSON WHO WILL
TALK TO CLIENT CAN HANDLE IT:
SHE/HE SHOULD HAVE GOOD VERBAL
SKILLS, CONFIDENT AND EASY GOING
TONE OF VOICE

55. MAKE SURE THERE'S NO LOUD NOISE IN
THE BACKGROUND

56. CHECK YOU INTERNET CONNECION

57. CHECK OUR LATEST ARTICLES CHECK OUR LATEST VIDEO