Which tactic increases engagement during the outreach process?

Sharing insightful content relevant to the prospect's needs is a highly effective tactic for increasing engagement during the outreach process. This approach aligns with the principles of inbound sales, which emphasize understanding and addressing the specific challenges and interests of potential customers.

When you provide relevant content, you establish yourself as a knowledgeable resource and demonstrate that you understand the prospect's situation. This not only helps build trust but also encourages prospects to engage with your outreach, as they see the value in the information being shared. By focusing on their needs and interests, you're tapping into the customer's context, which is fundamental in creating meaningful interactions.

In contrast, options like utilizing direct email marketing campaigns or offering discounts can sometimes come off as generic or sales-driven, potentially leading to disengagement. Frequent follow-ups might overwhelm leads, making them feel pressured, rather than valued. Therefore, sharing insightful content resonates well with prospects, fostering engagement based on their interests and needs.