Why multichannel outreach gives the best sales results
Multichannel outreach implies using different channels to get in touch, connect, and engage with your target leads.
First and foremost, it is important to find out what platform your prospects prefer to use when interacting with other brands and businesses.
Clarifying your message and communicating it in the way your leads want to hear it will make them interested in finding out more and potentially doing business with you.
As it turns out, the multichannel outreach obtains the best results.
However, have in mind the importance of seamlessly integrating different channels of communication for an optimal outcome.
Advice for a more effective multichannel outreach:
- Focus on at least 2-3 channels;
- Create personalized messages;
- Set up reasonable time between sending them;
- Analyze results and stay with the strategy or change it.
What are the benefits of a multichannel outreach?
A well-planned multichannel outreach campaign will bring brand awareness, lead generation, and conversion. Also:
Your lead will not feel like some mistargeted recipient
The best case practice is to do the prospecting on LinkedIn well and know what kind of approach or content will most likely draw their attention of your target audience. Have in mind that you are the one required to know your prospects' preferences and communicate them in an authentic and trustworthy way.
Customers that notice that you “have done your homework” and reached out to them on their preferred channel will perceive you as loyal and forward-thinking. Additionally, if you share targeted content (as you should be doing) you are giving your leads an extra opportunity to engage valuable information.
Exactly, no more excuses!
Let’s say you choose to reach out through LinkedIn, but your lead does not answer for whatever reason. You always have the option of sending a follow-up Email and checking up on your prospect.
Maybe they did not see the first message. Or LinkedIn is not their preferred platform. Have you ever thought that their LinkedIn or Email is overloaded and therefore it makes it hard for you to get noticed among numerous messages? The reasons are infinite.
Skylead, for example, has LinkedIn Messages, Emails, and LinkedIn InMails integrated and at your disposal at any time. The additional benefit lies in the automated messaging stopping at each platform the moment the lead answers. You have the option of replying manually or getting the prospect back to the campaign.
Furthermore, Skylead has an advantage of an all-in-one-place chat room filtrable by the campaign and conversation independently from the channel you used. No need to log in and out of a LinkedIn account, Sales Navigator, or Email Inbox to manage different conversations, just switch from one lead to another and see where you stand.
By knowing their interests you will conquer their hearts
Using different channels allows you to get to know your leads’ habits, interests, and preferences. Sending targeted content via messages, Emails, LinkedIn InMails, or other channels, such as social media, will increase customer engagement and conversion rates.
Why is customer engagement so important, you might wonder.
Let’s say you publish a post on LinkedIn and lots of people comment, share, or like it. Thanks to Skylead’s “Post Engagement” campaign, where just by copying the URL of the post, you can collect the available leads’ data and connect to those interested in this type of content. Every now and then take some time to send out similar material via Email or LinkedIn messages. Feed your prospects’ interests.
By building this kind of relationship, your clients will feel loyal to your business. Therefore they will be more prone to purchase from you than from your competitors. There is nothing more valuable than conquering your prospects’ loyalty and keeping your brand on top of their minds. And that's part of generating leads on LinkedIn or via email done right.
Patience, patience, please!
Multichannel Outreach is especially useful if you are a small business and don’t have many resources to invest in advertising. The multichannel approach allows you to broaden your reach to an enviable number of clients with little or no extra cost.
If you are a small business indeed, here is an extra tip to make your outreach campaigns stand out.
Think about some creative ways to draw attention to your product/service and make your outreach fun, easy, and moving! Check out Skylead’s Image and GIF hyper-personalization feature and let your creativity flow.
Analyze and adapt
By reaching out through multiple channels you get the chance to analyze which one of them brings the best results and if they interfere with each other in any way. You will easily spot where you need to make improvements or maybe even consider removing a channel that continuously underperforms.
Extra tip: Whatever channel (or more) you opt for, make reasonable time in between messages. You don’t want your leads to know that you are using an automation tool or bombard them with content and make them mark you as a spammer.