Daily Archives: September 22, 2014

Incorporate a Bidirectional Lead Gen Strategy

It’s common for businesses today to possess just one process for lead gen at any given time. Perhaps you’re more focused on cold calling, direct mail or search engine optimization. Sure, it’s a good thing to be working toward a singular strategy for lead generation (at least you’re doing something!) but you can be even more effective when you employ a bidirectional strategy to boost results.

A bidirectional lead generation strategy is one that drives improvements with both outbound and inbound leads. Outbound strategies include activities that actively reach out to prospects in an effort to generate leads, while inbound strategies involve getting prospects to come to you.
Outbound Lead Generation

Here are some examples of how to proactively contact prospects to pique interest and therefore develop leads:

  • Cold calling: Cold calling is perhaps the most well known and commonly used form of lead gen. This is when a sales person contacts a list of prospects over the phone using a predetermined script to schedule a meeting or appointment.
  • Cold walking: Similar to cold calling, this approach is when a sales person engages a prospect face-to-face, such as within an office setting. This type of lead generation technique is not used as much as it should be.
  • Email marketing: This strategy relies on mass emails to prospects for the purpose of staying in touch and generating leads. This approach is gaining momentum in terms of being a highly cost effective method of outbound lead gen. However, the response rate tends to be quite low.
  • Direct mail: This traditional form of marketing involves sending snail mail to prospects through the U.S. Postal Service, which is a more costly approach than email with about the same response rate.


Inbound Lead Generation

Inbound lead generation activities involve creating systems and information that drive prospects to you. The two methods to achieving this are:

  • Search engine optimization (SEO): SEO helps improve the content of your website to make it easier for search engines to find you and thus send traffic to your site on a consistent basis. You’ll have to make the investment in time and money, but you can succeed in drawing in prospects and establishing an inbound channel in terms of lead gen. When done right, this approach can bring you excellent results.
  • Social Media: Social media, a collection of varying web-based and mobile applications, promote networking and communications between you and your prospects. These resources are certainly great for outbound lead gen activities, but they can also be used to encourage inbound traffic. Why? They are an ideal way to connect and share information online with potential clients.

Through the creation of a bidirectional strategy, we can diversify our lead generation approach to boost overall results and cut down on risk.


Contact HexaGroup for help with creating a bidirectional lead gen strategy for your business.

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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