More than 85% of B2B decision-makers report a positive impact from outsourcing their lead generation, and 71% of them said the external team outperformed their in-house team.
While an outsourced team can be a cost-effective extension (or replacement) of your own, choosing the right one can be a challenge.
Do they know your business? Is their strategy effective? Sales executives and business owners must weigh these and other important questions when deciding on the right lead generation contractor.
To help you choose the most reliable partner for your lead generation needs, this comprehensive guide outlines the key factors to consider.
5 Things to Look for in a Lead Generation Company
A lead generation agency should have these important characteristics to help you create a predictable sales process, grow your business, and get what you pay for.Â
Channel-focused expertise and industry knowledge
A company with experience in generating leads from a particular niche or channel will be better equipped to bring these leads to you. For an agency to make a commitment and deliver results, they must have a proven track record of lead generation in your industry and focus on one or two channels.
While metrics, methodology, and tactics differ from one communication channel to another, it is incumbent upon your provider to possess the requisite knowledge to measure and improve them. This is because what constitutes an effective strategy for cold emails may prove ineffective for cold calls, and vice versa.
By concentrating on a single channel, the agency is able to develop effective procedures that yield predictable outcomes and can be readily scaled.
High level of transparency in their methods
Additionally, this area is concerned with the expertise and insights that they are prepared to disseminate. It would be beneficial to search for any available tips, templates, screenshots, videos, or other forms of content that could serve to illustrate their proficiency in processes.
To illustrate, at SAAS Coner, we frequently disseminate information regarding strategies for growth, such as email templates that have been demonstrated to result in a higher conversion rate for appointments. Furthermore, we disseminate validated methodologies for email outreach. This enables our prospective clients to envisage how we would communicate with their own leads.
In conclusion, the most successful companies not only provide quality service, but also educate their clients on how to increase sales through a robust lead generation strategy.
Team and cultural fit
Professional background It would be beneficial to ascertain the length of time the candidate has been employed by the current company, the previous employers they have worked for, and the achievements they have made.
The extent to which the individual demonstrates loyalty to the company. What are their opinions regarding their employer? To what extent do they enjoy working for this agency?
The question of ownership is also pertinent. Does the individual have the autonomy to make decisions independently? In other words, can they resolve the issue at hand without the need for further input or approval from a third party?Â
Social media competency
In this area, it is essential to consider how a company creates its personal brand and maintains its sustainability. Comments should be made about how effectively it uses platforms such as LinkedIn and Instagram, and strategic planning should be made accordingly.
Professional Network Recommendations
Word of mouth remains an effective marketing tool, even for B2B companies. One of the key benefits of receiving recommendations from industry peers is the ability to engage with the recommender to gain additional insights and information that may not be available on review platforms.
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