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How to successfully outsource your lead generation

Scott Barr | 23 June 2017

 

Outsourcing your lead generation can be highly beneficial for your business—but only when it’s done correctly. Think about it like this: when outsourcing your lead generation, you’re essentially relying on someone else to help your company find new customers. That’s why you need to find a company that understands your business and meets your needs. 

Outsourcing saves you time and money because you won’t need to pay for expensive advertising campaigns, staff training and infrastructure setup. The lead generation company does all the hard work of phoning or contacting people so that only serious prospects fill up your sales pipeline. Since they get paid to generate leads every day, they have the right skill sets to do the best job possible. They also have more time to do in-depth research on the companies they’ll be contacting and profiling.  

Here’s how to ensure you successfully outsource your lead generation:

  1. Define Your Lead Requirements

What kind of leads do you require? Certain lead generation providers will try to convince you that all leads are equal, but this simply isn’t true. To successfully work with a lead provider, you’ll need to evaluate which kind of lead is most valuable to your organisation. You can do this by evaluating your lead nurturing capabilities and sales alignment. Do you have the resources to nurture large numbers of leads at the top of the funnel? Or do you have a small sales team that is better with leads at the lower end of the funnel? It’s important to look for a lead generation provider that provides leads tailored to your unique targeting requirements.

  1. Choose a quality provider

There are tons of lead generation vendors, but not all of them are reputable. Your business needs a quality provider if you actually want to see results. To find a quality lead generation vendor, check out their online profiles to ensure they have solid marketing strategies on multiple channels. Doing this will give you an idea of the quality of their content, and whether they interact with other like-minded B2B marketers. These things indicate how serious they are about their business. Once you’ve selected a vendor, review how many leads get rejected in step 3 or bounce when they're activated in a campaign. This will let you know if you need to outsource to a different company.

  1. Manage your expectations

Lead generation specialists aren’t magical customer-producing machines that show results on the very first day. Lead generation is a process, so you need to develop realistic ROI expectations. Remember, it also all depends on the type of leads you pursue. Top of funnel leads won’t be ready to purchase your product or service, so you’ll have to wait longer to get a return on your investment. In the meantime, you can set up a feedback mechanism to rate the quality of the leads.

Doing lead generation in-house isn’t a viable option if you don’t have the time and resources. Lead generation specialists can develop a lead generation solution specifically for your needs and can help you get quality leads in the top of your funnel on a daily basis. GCL is an expert in outbound lead generation and can develop a holistic lead generation campaign for your business.

If you want to know more about how lead generation can boost your business, download the guide:

 

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