All businesses need leads if they want to succeed. However, unless you are an expert at generating new leads, it makes more sense for you to trust B2B lead generation experts to meet your needs.
Outsourcing your lead generation will allow you to save time and money, but finding the right service for the needs of your business might be difficult. Here are a few tips to help you.
1. Compare the two different types of lead generation services
When searching for B2B lead generation services, you will come across companies that handle major account lead generation, and companies that take care of small sale lead generation.
Major account lead generation is for clients who offer complex products or services with a high price, and want to reach out to the high decision makers of different organizations. Small sale lead generation is for smaller purchases, with shorter sales cycles.
2. Define your needs
Before you search for the right lead generation service, you have to clearly define your needs. Ask yourself what type of service you are looking for, and how much you can afford to pay for it.
Think about how you would like to improve your current sales process, and about how you would like to be able to communicate with your lead generation company. You should also define what an ideal lead looks like for your business.
3. Search for a few experienced companies
Now that you know what you are looking for, start searching for companies that are offering what you need. Search for companies with at least 5 years of experience in sales, and with all the expertise required to generate qualified leads.
Make a list of a few lead generation companies that seem like they have the right set of skills and experience, and learn more information about them.
4. Research their reputation
Next, research the reputation of each company on your list. Make sure they have a great reputation, and that many of their clients are satisfied with their services and are ready to give you references.
You don’t want to hire a lead generation company with a lot of bad reviews, or worse, one that has been sued recently. You should also try to make sure that the company you choose is a good fit for the culture of your business.
5. Ask a few questions
When you have a list of reputable and experienced lead generation companies, get in touch with each of them to ask them a few questions. Ask them to tell you more about their experience, about the software they use, and about the type of clients they have been working with.
Don’t be afraid to ask about their pricing model. You need to know if you will have to pay a fixed fee for their services, or if you will be paying for each lead you get. Let them tell you more about the terms of their contract, and explain them what you are looking for, and the type of goals you want to achieve.
6. Compare prices and services
Now that all of your questions have been answered, you will have to compare the prices and the services offered by the companies you have contacted. If a company is offering the services you need, but can’t work within your budget, you might want to cross them off your list.
The company you choose should be able to answer your needs for qualified leads, and to make it possible for you to reach your goals and to improve your sales process.