Market researches show that companies implementing outsourced B2B lead generation plans have greater chances of capturing quality leads than those using in-house services.
Using outsourced lead generation services means entrusting a vendor company with the responsibility of delivering quality leads that actually convert into lucrative sales. So naturally this means that outsourcing is results in greater conversion rate and improved business sales figures.
Efficient client profiling is integral to lead generation services
The service vendors apply numerous methods to find out every bit of useful information about prospects related to the demography such as their buying patterns, needs and behaviors. Most importantly, these service providers approach the sales process entirely from the prospects’ standpoint and therefore make it easy for you to understand what exactly the prospects want. In fact the service provider conducts in-depth company research to find out the latest and the relevant data including the identifying prospect company’s decision marker. All these finally help in efficient target marketing.
Lead generation services vendors provide you the qualified leads and therefore you need not waste your time pursuing someone who hasn’t shown a clear need for your products/services, or who doesn’t have the necessary budget to acquire them. Instead you can focus on prospects who are interested in what you are selling, need it, and can afford to buy it.
The service vendors perform due follow-up and nurture the opportunities until the time they become qualified leads. Lead generation services are designed to leverage several different channels to stay top of mind with these prospects till they are all set to make the purchase.
Use different channels for lead generation services
The service provider’s teams usually adopt a multichannel approach to generate leads. A proficient and seasoned B2B lead generation outsourcing partner will make use of a mix of lead channels including networking, online and offline communication, list building from multiple sources, popular communication channels with the prospects’ social groups, etc to maintain constant connect with the prospects. This considerably helps reduce the risk associated with the use of a single lead generation channel.
Comparison between in-house and outsourced lead generation services
Generally it takes a while to judge whether an internal lead generation team member is a good performer and in producing consistent results. It takes even longer to train him to the industry ways and your methods of generating leads. And if the person does not turn out to be suitable for the job you have start all over. On the other hand it won’t take more than a couple of months to understand whether services vendor you have contracted is performing as per your expectation.
Very honestly most of the companies do not have a conclusive idea when it comes to defining a qualified lead. This can be a major problem and therefore it is advisable to hire outside experts who can provide assistance in developing proper processes and content to capture quality leads the right way. In-house teams are usually found to give hardly any importance to things like universal lead definition or customer insights.
Many companies today prefer outsourced lead generation services over in-house resources because these services are proven to deliver better sales leads. This in turn reduces cost and risk and paves the way for improved business growth. Additionally, availing such services means reduced time to market, enhanced sales leads conversion rate and greater return on investment.