Not every business can take out the time for bringing in leads for their sales department. Not only this, but the generation of leads organically takes a lot of time and effort. So, to deal with these problems, many sales and marketing teams of businesses generally turn to lead generation companies for an expansion of their customer base.
So, when you outsource lead generation or appointment setting you need to choose one self-acclaimed “Best B2B Sales Lead Generation Companies” that have a “comprehensive database” of decision-makers of other businesses and “latest information”. And, there is no lead generation company that is suited for all businesses. So, it is very crucial for you to know which company will suit you the best and more importantly, what questions to ask.
Questions to Ask:
Hiring a lead generation company can prove to be very expensive if you don’t get good quality and actionable sales lead in the end. So, you must know the questions that you need to ask to ensure that you don’t get a bad hand.
Do they verify the potential leads?
Your conversion percentage depends directly on the fact that whether or not do they contact the potential leads to make sure that they are suitable for you. The last thing you want for your business is to end up with a lead generation company that directly forwards their collected contact information to you.
Have they worked with a business from your industry?
Lead generation for different industries calls for different practices. Generating leads for an IT company will differ largely from generating leads for a bookkeeping company. Similarly, the practices used for B2B lead generation can’t be compared even distantly to the practices used for B2C lead generation. So, the more familiar the lead generation company is with your industry, the more effective it will be.
Are the provided leads exclusive?
One of the most important questions that need to be asked while hiring a Lead Generation Marketing Company is that whether you are going to be the only one receiving the leads or do, they send it to every company for whom the leads contain relevant.
If they are exclusive, they will charge you more. Then their selection should depend upon other factors that are related to the quality of provided leads. If they provide leads with high conversion rates the hit on the balance sheet might be worth it.
If they aren’t exclusive, you should only choose them if you have a sales team that can win the leads over even with opposing force.
What tactics do they use to get the leads?
Lead generation vendors generally use many tactics to generate sales leads for their customers. Their pricing, however, depends upon the fact that how personal that tactic was. The practices with the most returns and greater prices are generally those that make targeted, one-on-one contacts with prospects to measure purchase plan and demand status. Some of these ways include:
- Content Marketing
- Database Mining
- Telemarketing
- Email Campaigns
- Social Media Prospecting (LinkedIn, mostly)
To wrap up, selecting a lead generation company might be tricky, but if you ask the right questions, you will end up with the option that is suitable for you.
