Outbound lead generation is all about taking the first step. Rather than waiting for prospects to come to you, you reach out directly to those who fit your ideal customer profile. It might mean sending a cold email or connecting on LinkedIn. It could also be mailing them a promo to catch their attention.
Salesmate’s Sonali Negi says outbound lead generation is all about connecting with the right prospects at the right time, using the right channels and doing it in a way that feels relevant instead of intrusive. It’s a proactive way to reach out to your ideal audience, and when done right, it can generate leads and fuel growth. In this issue of PromoPro Daily, we share Negi’s process for improving your outbound lead generation.
- Keep personalization fresh over long cadences. Try to vary your follow-ups. Ideally, each touchpoint should add something new, whether it’s an insight, a testimonial or a helpful resource. Negi says this creates a sense of momentum instead of déjà vu.
- Scale authenticity, not just volume. Automation is powerful, Negi says, but overly templated outreach feels robotic. She recommends using frameworks that enable reps to add brief, specific context about their outreach quickly. Even a single relevant detail can make a message feel human.
- Know when to stop. It’s good to be persistent, but you don’t want to become a pest. Negi advises setting a clear endpoint for your sales cadences and sticking to it. For example, you could aim for 6-8 touches unless you receive a clear “not now” that warrants a later re-engagement.
- Protect deliverability like a pipeline asset. If your emails aren’t reaching the inbox, your entire campaign suffers. Negi suggests monitoring bounce rates and removing disengaged contacts.
- Track the quality of replies, not just the quantity. Be sure to measure things like meetings booked and opportunity conversion to determine whether your outreach is truly building a pipeline. Don’t get distracted by the total number of replies.
- Balance automation with human moments. Small things like a quick LinkedIn comment can dramatically increase response rates, Negi says. It’s all about showing small signals of genuine attention.
Outbound lead generation isn’t about blasting out messages or dialing endlessly. Instead, it’s about reaching out with purpose. By connecting with the right people in a thoughtful, personalized way, you can build stronger relationships and keep your pipeline thriving.
Compiled by Audrey Sellers
Source: Sonali Negi is a content writer for Salesmate, a cloud-based CRM.
