There are lots of businesses that specialize in B2B lead generation. And with a lot of cooks in the kitchen, some will always be a better fit for you than others when adding spice to their dish.
So just like you check restaurant reviews and menus before making a reservation, it's important to conduct proper research and ask the right questions when shopping for a B2B lead generation outsourcing company to work with.
Consider what level of investment you are prepared to make when outsourcing your B2B lead generation and take time to reflect on your typical cost per lead. We are referring to the time and cost it takes you to generate one sales-qualified lead for your business.
Researching and selecting the right company for your business to work with can seem like a challenge at first. After all, you are making a significant investment that needs to produce a return: leads for your business to get new customers.
The first thing to consider is how good are they at communicating with you. You've had the first initial meeting and are starting to work together, so you will soon see if they are a good fit for you.
The speed of reply and the level of service that you receive from your outsourced agency is something to keep track of. Remember that they should be acting as a part of your sales team and in order to book meetings and generate leads they need to be online and available to respond.
The speed at which your outsource lead generation company responds has actually
been shown to have a significant impact on whether or not that lead converts to a sale. And this goes vice versa on your end: your account executives need to be ready to respond to
outsourced SDRs because too much time between emails results in a warm lead going back to cold.
The ability of your outsourced partner to create
compelling email copy and messaging is also critical to the success of the partnership. The outsourced partner needs to be able to communicate the unique benefits of your solution and speak directly to the pains that the prospect might be feeling.
You always want to make sure you are seeing a clear and
powerful call-to-action that is irresistible to the prospect in the outsourcing companies messaging. Personalization of emails and messaging can result in better outcomes, so they should be making efforts there as well.
Data from all of these campaigns should be constantly reviewed and optimizations made to improve the lead generation process and increase results for you as a client of the outsourced company. You should be going over this during your communications with the outsourced sales team. Data analysis allows for the focus to remain on
quality or quantity, as you are constantly refining and adjusting to create the perfect business leads.
And you want to remember that every business and industry is different. They all require a unique approach that takes into consideration all of the factors mentioned above. More importantly, it should involve an outsourced partner that takes the time to really understand the business and what their ideal customer looks like.
Your outsourcing company should be willing to work with you within the constraints of finding clients in your industry but also by being bold and trying new tactics you might not have time for. It is a delicate balancing act, but when done correctly, it works wonders.
At
SalesPipe, for example, we specialize in B2B lead generation and are known for the high quality of our
sales development representatives, which are remote workers from around the globe with expertise and experience in several areas.
We use multiple channels including email, LinkedIn, calls, and video outreach, to find leads for our customers.
Email is our particular specialty, which is great as it is still the preferred channel for
B2B lead generation.
But we are not afraid of diversifying, and our SDRs are encouraged to try new prospecting techniques to get you those meetings constantly, and we support their endeavors.