So what actually happens when you decide to outsource lead generation?
Once you have decided on the right sales outsourcing company
, you need to establish and maintain effective communication channels with them throughout your working relationship.
A professional B2B lead generation company
will take the time to understand your business, the product or services you want them to focus on, your unique value proposition to your industry, and the competitive landscape.
Firstly, you will have an initial meeting with the outsourced partner. This is where you are introduced to the team working for you, and you can establish the lines of communication going forward.
At this stage, sharing as much about your current sales process
, product, and customer profile
as possible is important. This will give the outsourced team the best possible chance of formulating the correct messaging and the power to handle any objections, further down the road.
The outsourced team must be given access to all of your relevant marketing materials, specific wording, previous contacts, and any personnel that can provide them with ongoing support. This will be a help to them as it will inform their messaging and approaches to their outbound prospecting
After partnering with the service, the next step is establishing your first outsourced B2B lead generation campaign. A lead generation campaign describes the initial focus of the lead generation company and will typically take two or three months to complete.
To get this started, you must agree on your target market and sales channels
. There can be many different B2B lead generation strategies, but they all follow a similar sales framework
A good starting point is to look at what industry most of your current customers are in: this will give you plenty of examples and case studies to reference. Finding out why these companies bought from you in the past and identifying buying trends will give you a good idea of what unique selling points or unique pains your product or solution solves for them. From here, you can build your customer profile.
Defining your target audience for your first campaign is critical to its success. The campaign needs to have a relevant message and be delivered to the right person at the right time in order to spark their interest.
The B2B lead generation outsourcing company should have a checklist of target factors they will need to establish, similar to the following: