With the introduction of new online techniques for lead generation, people have started assuming that offline methods for B2B lead generation strategies have become irrelevant. Old processes can often get neglected as marketers get caught up in digital lead generation efforts. Mostly, all the lead generation activities should aim at pointing towards your website or online presence so that you can collect and organize all the data you can. If you are moving your lead generation strategies online and ignoring all the offline methods completely, then you need to consider this again. There are no reasons for you to ignore the offline methods.
Both these methods have their own strengths and weaknesses, and you can then decide which one is to be applied to different cases. Here are a few online and offline lead generation techniques that differ from each other –
- Online leads are less expensive than offline leads – The per head cost ranges from 300 to 500 dollars with traditional lead generation tactics. Online costs cost around 25 to 30 dollars, and this covers an inside salesperson during the lead generation for the company.
- Conversion rates are higher for offline methods – The average conversion rate for face-to-face prospects is around 40%, whereas online methods take a big dip at 18.5% conversion rate.
- Online prospects respond best to immediate attention after receiving an online query – As we all know that online leads are more sensitive to pressure tactics during the follow-up stage, the ones who contact you through your website expect immediate contact. You have up to 60% more chances to convert if you act within an hour after the inquiry.
- You can miss a part of your target audience if you neglect offline tactics – It is not necessary that every customer get targeted through online tactics. There are a few who may require your products or services. This is where newspapers, ads, direct mail flyers, and industry events come in.
To get the best results, you need to combine both online and offline methods of lead generation. This may help you deliver great results as the demographics and preferences can be considered.