Power lead generation refers to a bidirectional lead generation strategy. It requires you to work with a combination of inbound and outbound lead generation strategies. The process involves the creation of inbound and outbound leads.
Outbound strategy:
It involves reaching out to the consumers through general media advertising and in-person contact and generating leads. Thereafter, the internal sales representatives follow the leads. Outbound lead generation is the best way of reaching out to the widest possible audience in the shortest amount of time available. Various techniques involved are cold calling-outbound calls, print advertising, mass mailings, broadcast media, trade shows, meetings/seminars, door to door and word of mouth.
The most common method used in this type of lead generation is cold calling or appointment setting. In order to make the most out of cold calling, companies can consider preparing for objections, preparing a cold call script as well as using tactics to qualify, build rapport, and create interest. Email marketing is yet another powerful method of generating leads. For an effective email marketing, companies need to employ strategies so as to develop their messages and decide the time and frequency of mailing as well.
Inbound strategy:
This is exactly opposite to the outbound strategy. It involves the process of laying out a trail of information and incentives (content). Prospects can use the trial to follow in towards a company. Here, instead of the company, the individual prospect chooses the type and timing of the interaction. Various approaches involved in this type of lead generation are internet marketing, SEO, social media, content creation etc.
SEO is the most commonly used technique. It involves modifying and managing a company’s websites to enable search engines to suggest that site in the search results when users search on relatable keyword phrases. Pay-per-click (PPC) advertising is yet another technique used to trigger the same power lead generation result.