Outsourcing lead generation services

Outsourcing lead generation services

The main purpose of lead generation services is to understand the consumer needs in order to help the company expand its market share by fabricating products that meet the exact requirements of the users. No company launches its services just like that. Proper research and analysis is done so as to strategize the launch of the product. This is where lead generation services help the companies. Companies need to have a team dedicated to study the market trends and user requirements. It is not easy as they keep on changing. This is the reason why lead generation is important as it helps them to stay relevant in this cut throat competition.

Huge enterprises can afford to spare resources to set up a dedicated in-house lead generation services department. They use state of the art technology and equally efficient human resources to target the market through offline as well as online medium. Offline medium means interacting with the customers directly. This includes tele calling and telemarketing. Individual clients are directly approached by the agents in order to gain information from them and at the same time provide them with insights of the company’s products. The technique of telemarketing dates back to the 1950-60s when there were only two options when it came to generating leads; print media marketing and telemarketing. While print media ensured coverage of a wide sector of audience, telemarketing gave a more personal touch. In fact when it comes to business to business interaction, companies rely on the ways of telemarketing as company owners expect to be contacted by the right vendors. This cuts down on the need of a middlemen and ensures smooth conduction of business.

Online medium are somewhat the result of fast emergence of social media platforms. Not everyone is comfortable with getting contacted by tele callers. Many people feel it is an intrusion of their privacy and thus it negatively affects the lead generation program. Online campaigns, on the other hand, are accepted by the people as they are not much counterproductive for them. In fact people willingly provide all the information that the company asks from them though surveys and online campaigns. An effective social media lead generation program is bound to boost the company’s sales and make it more visible. This also cuts down on the cost per sales expenses.

Companies that cannot afford to spare resources to have a dedicated lead department outsourcing services to lead generation call centres. They are third party vendors that are equipped with technology and trained experts to carry out lead generation through multiple channels. Lead generation call centres employ a strict process of locating the customers, creating a list of potential ones and then carrying out the lead generation program. This includes both telemarketing and social media campaigns.

The process of lead generation

Step 1: A proper norm is decided upon in order to locate the prospects with which the company wants to conduct business. A good campaign designer knows the importance of determining the criteria as they act as pointers to guide the company in the right direction regarding the generation of leads. Keeping in mind the ever changing needs of the market and user trends norms are neither kept too specific nor too general.

Step 2: Once the criteria has been decided upon, a list of prospects is generated which is circulated among the lead generation department. The list consists no redundancies and all the contacts need to be interacted with efficiently in an attempt to extract the information required for the campaign. 

Step 3: This step includes the process of contacting the prospects to generate leads. It depends heavily on the expertise of tele callers and social media campaign conductors as they are interacting with the clients on the company’s behalf. They are acting as the face of the brand and need to be professional and courteous throughout the whole procedure of lead generation.

It is better to outsource than have your own team to manage leads. It is a more economic and practical solution as someone else is doing this on your behalf. You can cut down on costs as lead generation call centres are very affordable and at the same time they enable you to focus on your core business. You can also hire them for short time period, say a month or two, to carry out a lead generation campaign. When you are done with them, you can terminate the contract consensually or extend it for a longer time.

Some people think by outsourcing services, they tend to lose control over that department as it now being handled by someone else. What actually happens is that you keep getting progress reports from the call centre. This enables you to keep a check on the entire programs and make sure that the work is being carried out as per your needs and standards.