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Lead Generation Outsourcing
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There’s an upsurge in digital and social media in recent times, but lead generation outsourcing, in many ways, still relies on the human touch.

Building relationships is a vital ingredient to generating leads, according to leading companies. Which is why lead generation outsourcing is in such demand. However, even as the digital age continues to advance with every step, internet driven communication is becoming more prominent with each passing day. True, an online presence is an important part of the media mix, one would agree that the cost of providing just an online presence to customers is too high to make a strategy that obviates live dialogue sound convincing even on paper.

It’s obviously known that lead generation outsourcing firms can only do so much with an online presence, since the interactions are impersonal and give people opportunities to remain anonymous and non-committal. Compared to this, live conversation goes a long way in building relationships. Irrespective of the product, service or industry, sales managers have a common opinion, that a live conversation is always the preferred medium of communication as it’s a more direct and stronger way to sell. With live leads offering better quality, shorter sales cycles and higher close rates, it comes as no surprise that if given a choice, sales professionals would prefer to pursue a lead that comes via a call compared to an email response form.

So, even though digital and social media have had a phenomenal impact on communication patterns, there are many studies that clearly indicate that consumers still prefer using the phone to talk to companies that manage their credit, have their money, provide cable or phone service and services & products that are used on a day to day basis. So, lead generation outsourcing in this context is certainly going to be a lot about putting the human touch into things that might be automated. Summing it up, technology can only serve as an accessory, but can’t be relied upon to drive sales and leads solely.

It’s important for organizations to understand, before taking a call on lead generation outsourcing, whether they want to follow the nomad or settler philosophy.

With time, there have been many approaches adopted by lead generation outsourcing firms to get to the desired objective for their clients. The difference is basically in terms of how the business leads are treated, which often is the deciding factor towards knowing whether the business would flourish or not.

The first approach is that of a nomad, wherein the lead generation outsourcing firm focuses on primary sources. Taking the example of an organization that provides raw material for sports goods, one would focus on areas where the most rewarding leads can be found. Appointments would constantly be set up with new prospects in case certain regions display a spurt in interest.

Coming to the second lead generation outsourcing philosophy, i.e., the settlers. These are people who are not just focused on production but also on the ability to survive while resources renew themselves. The lead generation strategy is not just focused on getting new buyers, but on sustaining the present leads and converting them into repeat customers by controlling marketing strategies and channelizing them in the right direction.

Both these approaches have their share of good and bad instances. In case of nomads, the perennial hunt for new leads results in a swarming behavior. This results in customers not relying on the brand since they have seen the trend that as soon as the firm gets their business, it puts them at a lower priority. However, if the firm follows the settler concept, it risks falling into the trap of relying too much on a particular set of clients, often ignoring the fact that they can also consider other options.

Hence, in the end, it’s all about figuring out the right balance between these two ideologies to get the perfect mix of aggression and sustenance for lasting business growth.

Companies that have resorted to lead generation outsourcing find it hard to let go of the garnered leads, but the process is as important as it is imperative.

The concept of closing time has always been a very scary one, so to speak, for companies that indulge in lead generation outsourcing, for the simple reason that so much time, effort and money have been invested in the same, that it’s really hard to let go of any prospect. However, for the sake of efficiency, it’s important to set guidelines regarding when one should call it a day with reference to a lead. And this is not only limited to any particular domain or business level. Every enterprise, right from IT to FMCG, and small scale to large scale, needs to adhere to this concept.

Here are some of the signs regarding when to close the doors to one of the clients, much against protests from the internal team, or for that matter the lead generation outsourcing team. The first sign is when there’s little or no business activity. True, persistence has its rewards, but only when there’s a light at the end of the tunnel, or a silver lining to the cloud. In most of these cases, little business means either the enterprise is in a bad financial condition, doesn’t need the product/service being offered, or has simply found another vendor. All of these situations imply a simple decision – it’s time to move on!

Next, when businesses begin raising issues that have been settled at the beginning of the agreement, or that have already been resolved after much deliberation some time back, it’s time to cut the cord, because most probably, the client wants you to, but is just hesitating. These could be related to costing, quality of products or services, or little nitty-gritties

It’s important to understand that while one has developed a relationship with the client over a period of time, it needs to be understood that there’s a world of opportunities waiting out there!

Instead of going through the trouble of hiring and training marketing personnel, many firms these days are preferring to go for lead generation outsourcing, as it makes the system more efficient.

The concept of lead generation outsourcing has been paying rich dividends to thousands of organizations across the world, and the reason is simple. It’s best to let the experts do the job they specialize in. still, there are certain aspects that need to be monitored by the company that is availing the services, i.e., serving as the proverbial ‘client’. The first among these is the importance of validating leads, since bad leads cost time as well as money, since the number of man hours invested in pursuing them is like lost revenue.

So, whether it is designing detailed forms to using lead generation services to verify contact information as well, it’s essential to filter out inappropriate entries from the database. Lead scoring is another important aspect in this context. Essentially, leads need to be classified into cold, warm and hot. Not all leads are created equal, and while pundits might argue over giving due importance to all leads at hand, in a very practical context, it’s much better to pursue the ones that require the brand offering urgently, as they can be easily converted. In some cases, one can adopt and in-house scoring methodology which is derived from the information gathered via experience. One can also follow industry benchmarks for lead scoring, since what works for other players would most certainly be fruitful for the firm in question.

Segmentation is the next step to benefit the most from lead generation outsourcing, because as important as it is to score leads, one must also know what to do with those scores. Segmentation can be done on the basis of location, customer profile, company size, etc.

All in all, by putting these principles into practice, firms can get closer to their targets and take their business to the next level year on year.

Firms using lead generation outsourcing are probably not aware of some minor issues that make a major impact on the overall equation.

Irrespective of whether they are old school players or new entrants to the market, firms across domains tend to use lead generation outsourcing to get more business. And just like them, their competitors also use nearly the same approach to influence the same TG. The million dollar question is, who would succeed!

While product quality and salesmanship tactics are obviously prominent factors in the whole equation, there are also quite a few ones that are ignored by a majority of the enterprises, and these are actually the building blocks of getting results from lead generation outsourcing. As it is known, the people who are actually doing the lead generation are not from the parent firm, i.e., one that is selling the product or service. So, they need to be trained with regards to the same. However, it’s also important for the lead generation staff to understand whether the brand offering is something that already exists, or is a new innovation. Accordingly, marketers need to educate prospective customers regarding the merits and benefits of the proposition, instead of just rambling on. This way, one can build a pool of potential buyers, which can then be segregated according to their requirements and expectations.

Also, in case of B2B lead generation outsourcing, every individual is weighing not only his personal discretion with regards to the brand offering, but that of the entire organization. Regardless of the monetary factors involved, what really bakes the noodle is that the entire process is a very stressful one simple because one person’s decision can, and will, impact the entire organization. So, the best way to get around is to directly address the kind of issues the business is already facing, so that customers know that the brand is aware of their situation and is trying to help them with a product or service. This way, one can get on the same grounds with the prospect and stand a better chance of closing the deal.

2013 is all set to be the year of paradigm shifts as far as lead generation outsourcing is concerned. Luckily, one can stay prepared to benefit from the change.

As the world looks towards 2013 with a significant amount of expectation, the concept of lead generation outsourcing for firms of all kinds is constantly evolving in its essence. There are so many changes that it’s pretty hard to keep up if one wants to benefit from the scenario. To quote an example, it’s obvious that the saying ‘content is king’ still holds true in more ways than one, but with Google changing its search algorithm every now and then, the best way for firms to constantly remain on top of rankings and ensure that they stay ahead of competition is to provide fresh content.

However, this is hardly an easy task, which is why lead generation outsourcing firms are approached to do the job, as they can also integrate social media into the entire product mix. Additionally, just being visible on the internet is not enough for generating leads, and one needs to organize quite a few offline as well as online events so that they grab eyeballs and give the TG a taste of what they have to offer. This is not just necessary for converting prospects but also gives an opportunity to touch base with existing customers. This can also be used as a means to nurture existing customers as new leads, trying to sell them new products or upgrades, etc.

Lead generation outsourcing in 2013 will also experience a sea change in perceptions with regards to customer engagement. Simply put, it still is one of the best channels to get more and more customers onboard via referral campaigns. Besides the satisfaction factor working well in the favor of the organization, adding some gratification and then promoting the ‘scheme’ among the TG is a virtually sure-shot means of getting closer to the desired objective in a quick and relatively simpler manner.

The IT industry needs to adapt lead generation outsourcing more than ever, in the present scenario, for the simple reason that it’s best to focus on the core competency and let the experts do what they do best.

Of the many industry segments, information technology, or IT for short, is one of the most dynamic ones, for the simple reason that there’s always so much demand for IT solutions, what with modernization and the need for new software & website increasing exponentially. Frankly, it just couldn’t get better for IT firms, but the problem is that there are so many service providers that lead generation outsourcing seems to be the only way in which companies can continue making profits.

Sticking to their core competencies, IT firms can take the assistance of lead generation outsourcing firms to get more leads for their business, which can later be converted by the staff by offering products or services. However, the first step in this regard, i.e., getting people interested in the proposition, is certainly the hardest. The fact is that IT businesses are spread far and wide across the scale with regards to the size of the organizations. There are behemoths that have a multitude of big shot clients, midcaps that are trying to take it to the next level, and the startups & small scale firms that are fledgling enterprises. The latter comprise the biggest portion of the IT industry in terms of numbers.

Quite obviously, small companies would not have the capacity to generate leads to the tune of their larger peers. Hence, lead generation outsourcing is the perfect solution for getting closer to business targets and expanding operations. Instead of hiring staff, training them with technical knowledge, spending considerable time, effort and resources on them and still not being sure about the output. The best part about outsourcing the process is that not only does one have the assurance that experts are handling the job, but also that there is always the option of switching over to try another option in a relatively shorter span of time compared to replacing the in-house sales team.a

To get more revenues, organizations often rely on lead generation outsourcing. This article explores how firms offering such services drive business for clients.

One of the most important aspects of any business is getting new business. In this regard, many firms are resorting to lead generation outsourcing, for the simple reason that the organizations that offer such services are generally experts at what they do. However, understanding how their efforts are more rewarding than say, the in-house sales team, is important for long term benefits.

First of all, lead generation outsourcing is all about staying in contact with the other person. With that in mind, one of the most critical strategies is the ‘in the area’ approach. Here’s how it works. The executive will call the prospect and ask at a relatively early time during the call about the location of the latter. This gives an impression that the caller is familiar with the local area. This is not exactly exciting news for the prospect, but helps in setting up the appointment. For instance, the caller can say ‘I’m going to be in the locality at Thursday. Would you like to meet some time then?’ This gives the prospects a better chance to say yes to a meeting, since they really don’t want to be the ones for whom a meeting trip is specially made. Basically, this lead generation outsourcing tactic is a guilt trip saver, so to speak.

Another effective means used by lead generation outsourcing firms is to first set their mind to which vertical they would target, i.e., with regards to a particular geographic area, age group, etc. This way, one can specifically talk to the prospect in terms of how the product or service being offered has helped similar individuals. The approach could be to highlight the benefits, the problems the offering solves, and of course, name dropping! In the end, one can only go so far without using some simple tactics, and firms that specialize in this domain know the importance of these tips, which is why they succeed.

There are many organizations that are now closely monitoring their lead generation outsourcing partner, so as to avoid any mistake that can hamper the campaign.

The concept of lead generation outsourcing is not a new one, although the phenomenon of companies getting more involved in the outsourced process is fairly recent. The reason for this shift in behavior from blindly trusting the specialist agency to keeping a closer watch on the activities is because of the many mistakes that are constantly being made. This article explores some of the most common among these.

The first mistake committed by lead generation outsourcing firms is to follow a set pattern for making sales and not making improvisation. As a salesperson in today’s highly competitive world, it’s important to anticipate the responses of the other person and come up with an appropriate response. This also helps one differentiate the product or service being pitched as being in a league apart from what the competition is already offering. Simultaneously, knowing when to give up is very important. True, one must always have a positive attitude and not lose hope, but there are certain ‘losing signals’, so to speak, which are evident. For instance, if there are plenty of cancelled meetings, unanswered phone calls, no new requirements, it’s very likely that the client is slowly becoming inactive, and it’s time to either come up with a new strategy or look for greener pastures.

Lead generation outsourcing is also about asking the right questions at the right time, otherwise the hottest of leads can turn into a cold one. So, one must not always be in a listening mode, and also try to be more responsive, since not only does that get more information, it also helps in giving a favorable impression to the client that the firm is genuinely interested in getting business. In the end, it’s all about making a favorable impression on the client. So, it’s best to try to put oneself in the other person’s shoes!

Many firms think that outsourcing lead generation is not a smart initiative, since one has to pay extra for every lead. But as it turns out, studies have shown it’s a beneficial exercise.

It has been conclusively proven by numerous market researches that companies that utilizing lead generation outsourcing services helps companies get leads of higher quality compared to in-house lead generation, for the simple reason that companies that specialize in the services are much more capable of getting the desired results. However, there are a few guidelines that result in better leads.

The first among these is prospect profiling. Companies that offer lead generation outsourcing services have a rule of thumb to utilize different methods to find out every little detail about prospects, like buying patterns, behaviors, needs, geographic location, etc. The trick is to approach the task from the point of view of the customer, which makes it easier to get the desired results. In depth services are conducted to get a better understanding of what the customer would be looking forward to, since there’s generally just one chance to make or break the deal. This works perfectly well for clients, who don’t have to make extra efforts qualifying leads to ensure that their efforts and time go into the right direction.

Ideally, lead generation outsourcing companies also have a tendency to follow up and nurture the leads to avoid any chances of unqualified leads getting into the sales funnel. Another vital point in the entire process is to use different channels for generating leads. There are many options like networking, list building from different sources, online/offline communication, etc., that can be used to get in touch with prospects. The basic point is to not rely on just a few media to reach out.

On the part of the firm that has outsourced the lead generation, it’s important to constantly keep a check on in-house and outsourced leads, and the results that were achieved from the same.