Steal These Outbound Lead Generation Strategies
If you’re looking for an outbound lead generation [LINK to pillar page] strategy that builds your sales pipeline and helps you close sales, look no further than one of our most successful clients — MedSpa Marketing Solutions, a turnkey digital advertising company serving the healthcare and medical industry. While we only started working with the company in December 2021 —and it’s already racked up huge successes with amazing stats to prove it. Here’s their story. (Oh, and it’s okay if you want to steal some of these tactics!)
As a reminder, B2B lead generation is a process that focuses your marketing and sales activities on approaching companies that fit your ideal customer profile (ICP). An ICP is a snapshot of the type of company that is most likely to be interested in buying your products or services, as well as remaining a loyal customer and recommending you to others. Factors that make up an ICP include company size, business sector and a need for your product or service.
When MedSpa approached us, the company was already savvy about outbound marketing and had run many campaigns, including some through other agencies. Even though they are knowledgeable and have experience, they still wanted a partner who was an email marketing specialist.
Approaching people who’ve never heard from you before is not an easy job. Most businesspeople won’t be immediately receptive to a sales pitch from a company they’ve never heard of — let alone sign a check to purchase a product or service. That’s why MedSpa’s results are all the more impressive. It shows that even outbound email can be hard work, it is still worth pursuing to generate leads and quickly building out a sales pipeline. In fact, within two months of launching its outbound lead generation email campaigns, MedSpa is already reaping stellar results.
MedSpa’s Outbound Email Results
Here are MedSpa’s results after two months of working with Acceler8now:
- Email open rates of 64% (!!!)
- Multiple conversations with new, qualified prospects
- Generated great engagement
- Setting up multiple demos
- One lead has already closed!
MedSpa Talks Outbound Lead Generation
“Our email open rates are through the roof,” said David Belfiore, co-founder at MedSpa Marketing Solutions. “Typically, you’re lucky if you get an 18% open rate, which is the industry average. But here we are with a 64% open rate and already having conversations, setting up demos and getting great engagement. It’s really an unheard-of result that would impress anyone in sales or marketing.”
“Clearly, something dynamic is going on here,” added Belfiore. “And I already know what it is — it’s the qualified leads we’re getting from Acceler8now’s list and the great email content they’re generating for us. It’s resonating with our target audience.
“We do a lot of marketing. We try to blanket our industry with inbound marketing tactics, like social media. But that takes time to set up, run and start generating actual leads with inbound tactics. Email is different, because if it’s done right, you can start generating leads right away. And that’s what we needed and why we started working with Acceler8now. They’re definitely helping us achieve our top-line revenue goals. Companies that say that email marketing doesn't work, haven't tried Acceler8now.”
Steal These Outbound Emailing Tips
Here are some of the not-so-secret secrets of MedSpa’s success — which we definitely encourage you to steal for your own outbound lead generation campaigns.
Approach qualified leads. “The leads that Acceler8now is pulling for us from their own database are qualified leads,” noted Belfiore. “We know because they are responding to our emails. And the prospects we’ve talked to are so much more advanced down the buyer’s journey than we normally get through other lead sources.”
Use great email content. “The content of the emails makes a huge difference,” said Belfiore. “We're setting up demos with some pretty big players that normally we wouldn't have had the opportunity to do through other marketing methods. I know it’s because the emails are so well written. The writers get the language correct in ways that help generate the highest email open rates and click-throughs. Leveraging good content makes the process so much more effective.”
Follow up with prospects. “The follow up is critical. If you miss following up in the right timeframe, you’re going to lose the prospects. That’s why we have three metrics for our sales team. The first is time-to-respond. If a lead comes in during business hours, we call them within the first five minutes. The second is lead-to-respond time. We’re aiming for less than 30 minutes. Our third rule is never leave more than 20% of the calls overdue each day. If our sales team follows those three metrics, we can reach our ROI goals every month. We've seen it time and time again."
Keep improving the list. “Based on the feedback we get every time we run an outbound email campaign, we learn something new about our list,” added Belfiore. “So, we make little tweaks as we go. Every time we incorporate those fixes, our email list gets a little more powerful.”
Do You Want These Kinds of Results?
We’re proud to help MedSpa hit their digital marketing out of the park. Their success is yet another example of why outbound lead generation strategies are the single best way to get in front of companies that fit your product or service and quickly build out your sales funnel.
If you’d like to steal MedSpa’s outbound lead generation strategies, let us know. We can help you with that!