Nurturing in-house talent in the business always pays but when it comes to lead generation, outsourcing yields over 40% more leads than doing it in-house.
Outsourcing B2B lead generation requires a high degree of trust as you are giving the responsibility of creating high potential leads to another business. Done right, you'll find you achieve higher conversion rates, improving your turnover and ultimately profits. Outsourcing lead generation to the right partner has a number of benefits.
Saves time, money and resources
Time, money and resources are the most crucial aspects of your business. If you manage them better, it's obvious that your business will perform better.
Lead generation often needs a lot of very labour intensive telemarketing. It requires many human hours invested in it for direct engagement with the prospects. When you outsource it to a lead generation firm, they will bear the costs of labour and the only cost you bear is that of the service provider.
How does it save time? Simple, when you remove the burden of lead generation from the marketing department, you give them time to focus on other responsibilities. The time they would have spent in aggressive telemarketing will be saved. They can concentrate on researching and closing the opportunities generated by the specialist firm, without wasting their time on the leads that go nowhere.
Faster sales cycle
Your business wants a faster sales cycle to increase turnover, right? Outsourcing is the most effective tool you can use to achieve this. The outsourced firm are specialists who have all the skills and expertise to engage leads and convert them at a faster rate than you have the resources for. With an influx of new clients nearly every day, you get an advantage over your competitors as your business is set on a steeper growth trajectory.
Outsourcing firms know the marketplace. They have carried out intensive research into market trends and customer preferences. This comes into play when they create quality leads for you. The first advantage is that you can be sure they are targeting customers who have shown interest in your product category, and they can push the specific product that that customer is looking for.
The leads which you get are then informed people who know what they are looking for, have almost all the information about your product, and have shown an interest in it. What’s more, they will already have the necessary financial muscle to get that product.
How long does it take you to know if the person you have hired for your in-house lead generation is capable or not? For most businesses this time ranges from 6 to 12 months. That’s a lot of time and resources wasted on a person who won’t generate any results, and you then have to repeat the process of hiring and training to see if the next person is better.
Outsourcing B2B lead generation solves this problem. You know you are engaging experienced, capable people right from the start who will take over the responsibility of lead generation, and start delivering results, immediately.
Effective lead generation is done through several channels. Outsourcers have mastered the skills needed for each and every channel and know exactly which kind of channel gets the best leads for which type of product. They employ online and offline communication, networking and excellent list building skills in their marketing campaigns. The use of several channels at the same time increases the number of leads you get.