Leads, leads, leads. We all heard about this multiple times, and we all agree that it is the primary reason for countless head-scratching moments for us as B2B marketers. No doubt that most of us already know how essential lead generation is in every business sales process, but some may not know that there are different approaches and methods to take—inbound or outbound lead generation?
While some embrace both lead generation approaches, understanding how each method works allows you to compare their capabilities in gathering new leads.
What is Inbound and Outbound Lead Generation?
Since we all know that lead generation is one of the primary anchors that make a business thrive, we need to understand the difference between inbound and outbound lead generation.
Inbound lead generation is a type of lead generation approach wherein you attract leads to your sales funnel. An inbound lead generation approach primarily relies on creating content, campaigns, or strategies for a specific target group. It leads them to your business, which will generate sales.
On the other hand, an outbound lead generation is more interruptive and proactive than an inbound lead generation. This lead generation approach aims to place marketing messages in front of prospects as it takes a more direct approach to potential leads, whether through direct emails and phone calls.
What’s the Difference Between Inbound and Outbound Leads?
Inbound leads respond to your referral channels like content marketing, SEO, and social media. These leads come to your website, browse your materials like blogs or landing pages, and sign up for a trial or a demo. Inbound leads find you and decide they want to interact with your content or service.
Outbound leads, on the other hand, are the ones you opt to reach out to, and you contact them because they fit your ideal client profile. These leads usually don’t know you yet, they don’t have an idea who you are, and they weren’t expecting you. Generally, you find these possible leads, encourage them to interact with your content, and consume your proposed product or service.
To sum up, the main difference between inbound and outbound leads is inbound leads come to you, whereas outbound leads are the ones you reach out to.
Inbound or Outbound Lead Generation: What’s the Best for Me?
Inbound or outbound lead generation, which is better? There have been several debates about which approach works best to garner new leads. For some, outbound is outdated, given that it demands time from prospects, while for others, they feel that inbound is the only way to go, as it is mainly associated with online platforms. Deciding on what lead generation approach is better for your operation can lead to the “inbound versus outbound lead generation” argument.
Depending on your business goals and other objectives, either of the two lead generation approaches may work and outrun more leads for your end. Nevertheless, the never-ending struggle of finding more prospects and grabbing differs, given that marketing constantly thrives along with time. So, it’s a matter of picking the approach that fits your goals best.