The ABCs of Outbound Lead Generation for Lighting and Building Management Solutions Companies

If your lighting and building management solutions company relies on sales to generate revenue, you're probably aware of the importance of generating leads. Without leads, you won't have targeted lighting or building management prospects to whom you can pitch your products or services. But there are different types of lead-generation strategies, including inbound and outbound. Below, we're going to explore outbound lead generation, revealing its advantages and disadvantages as well as how it compares to inbound lead generation.

Outbound Lead Generation Explained

Also known as outbound lead prospecting, outbound lead generation is a marketing strategy that involves the direct promotion of a lighting company's products or services to its target audience, commercial, institutional, industrial or infrastructure. Actively scouring social media networks for prospects and then sending those prospects a message, for example, is considered outbound lead generation. Another example is purchasing ad inventory on networks like Facebook Ads or Google Ads. Whenever you directly reach out to a potential customer, you are performing outbound lead generation.

Pros of Outbound Lead Generation

There are several advantages to using outbound lead generation, one of which is the fact it provides you with full control over your facility lighting messages. You can choose the prospects whom you want to target with messages, when those prospects see the messages, where the messages are displayed and more. Furthermore, outbound lead generation is a time-tested strategy that's been around for many decades, so you can rest assured knowing that it's an effective way to generate leads for your lighting and building management solutions company.

Cons of Outbound Lead Generation

On the other hand, outbound lead generation also has some disadvantages. For starters, it's considered disruptive by some users. And if a prospect believes that your lead generation is disrupting his or her activities, they may avoid purchasing from your lighting and building management solutions company. Outbound lead generation also requires a monetary investment. If you're going to advertise your company on Google Ads, for example, you'll have to pay for those ads, typically using either a cost-per-click (CPC) or cost-per-thousand-impression (CPM) format.

Outbound vs Inbound Lead Generation

Inbound lead generation is a separate strategy that involves attracting lighting and building management solutions prospects to your company. With inbound lead generation, you don't initiate sales conversations with prospects. Rather, you can encourage them to reach out to your company's sales reps by publishing quality content. Adding a how-to guide to your company's website is considered outbound lead generation. It doesn't directly advertise your products or services to prospects. Rather, it encourages them to contact your company on their own.

Project Reports are Leads that Come to You

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