Handling Outbound vs Inbound Leads


Both inbound and outbound leads should be responded to, and there are some approaches that work better than others. Consistency will make the biggest difference in boosting conversions for lead generation efforts. Here’s how to handle outbound and inbound leads, correctly.


Tips for handling outbound leads


Starting a conversation with an outbound lead doesn’t have to happen within a given buying cycle. You need to be sure to make an attempt to initiate a conversation with each lead generated. 


Following up with every lead generated is important because outbound leads are generally warm leads. You need to be able to follow with these leads quickly to improve chances of a potential conversions. You must follow periodically in a disciplined manner since sales rarely result from the initial conversation. 


You want to delay selling on the first contact with a prospective customer. Make sure that you are making an effort to build trust. You want to build a relationship, and then make an attempt to sell at a later time. The first contact should be about getting to know the prospect. 


For outbound leads, you need to make multiple attempts at contacting the lead. You should aim for a minimum of six attempts as research indicates a high conversion rate for people who achieve the sixth-attempt milestone. 


When contacting an outbound lead, you want to identify something of value to share with them. A free offer or piece of advice on a merchant cash advance may be a way of adding value for a prospect. 


Any attempt to contact a person via email should be personalized. You also want to provide multiple opportunities to advance the lead in the sales cycle. The goal is to make the email about the business loan alternative option if that is what they wanted to learn more about. 


Don’t rely on just one form of communication. Your sales approach should always consist of a combination of emails, phone calls, social connections. You want to do a combination of things to increase chances of conversion. 


Tips for handling inbound leads


You can make about ten attempts in contacting an inbound lead. Most leads convert well near the tenth attempt. The most desirable combination is placing a call, voicemail and email. Relying solely on the email approach gives the lead a chance to grow cold.


When emailing a customer about their inquiry on the merchant cash advance, at least six attempts can be made to the prospect. If the customer sends in an email about a business loan alternative, you want to ensure that your respond in five minutes to increase chances of a response by 100 times. 


Once you have an inbound lead, you need to follow up with several methods. You want to place a phone call following up about the business loan alternative inquiry. Then you want to follow up with an email about the merchant cash advance. You would then want to follow up with a LinkedIn request.


Call activities should all be tracked in a CRM. You want to be able to track your conversion rate in the system. You want to document when to follow up with a customer. The goal is to track all activity, and remain mindful of what needs to be done next in the sales cycle. 


Take advantage of automation options. You may generate hundreds of inbound leads at a time. Automating leads makes it possible to qualify them. In the email, there should be an attempt to set up a meeting and a series of steps provided to follow up with a prospect. 


Inbound leads should be treated as warm leads while outbound leads should be about cultivating trust between you and the prospect. You want to follow up with the prospect using a series of methods. Doing this in a disciplined manner while tracking all sales activity improves chances of conversions and gives you a chance