We all understand that lead generation is vital to the success of our business, but that doesn’t mean deciding on a lead generation service or lead generation method is easy. Understandably, it’s a process we want to get right from the beginning. But with options ranging from run-of-the-mill outsourced call centers to high-end lead suppliers and C-Level appointment schedulers, it can be easy to miss the mark.
The key to choosing the right lead generation service for your business is in asking yourself the right questions. By answering honestly, you’ll be on your way to finding the best quality leads for serious ROI in no time.
Here are a few questions to start with:
1. How sophisticated is your product?
Outsourcing lead generation can seem very appealing, but it can also backfire. In fact, it can be downright destructive to your business if you do it wrong. Off-shore call centers may work for those offering cheaper products or services, but if your product requires a certain level of fluency to communicate its value, or a familiarity with the particular industry it services, using a call center for leads is NOT good for business.
The reason is twofold: One, call centers don’t exactly have a reputation for excellence, and two, if this is the first touch leads are getting, you want them to come out of that call with 100% confidence in your business.
Don’t fall into the trap of thinking these dial-for-dollar services are the answer just because they’re cheap. They’re impersonal at best, and you stand to lose a lot from them if you aren’t careful. As a general rule, local services are more effective at getting through to REAL decision makers (especially C-suite decision makers) than offshore call centers.
2. What are your objectives and KPIs?
Is your goal to set more appointments? Are you looking to make contact with a specific decision maker? If so, utilizing a lead supplier with contacts in YOUR industry and one familiar with breaking into the C-suite is the better choice for you. While their services may come at a premium, the point is they will not be wasting your time and your resources the way cheaper, outsourced call centers often do. It’s not hard to tell when a so-called salesperson from India is reading off a script, and that’s the LAST thing you want prospects to pick up on.
Remember: Investing in a quality lead supplier means investing in quality leads. And vice-versa! Keeping a realistic view of objectives and KPIs that matter to you should guide your choice.
3. How important are insights?
Again, if you sell a sophisticated product or service, you’ll want salespeople who can speak the industry lingo and language fluently. In addition, you’ll want a team dedicated to the specific niche your product fills. A premium lead generation service should provide you with targeted market research, as well as relevant metrics and insights. There is a level of attention and care you’ll get with higher-end lead generation services that you won’t get with cheap call centers.
And again, a quality lead generation service will pay off in dividends when you’re sitting across from a qualified decision maker who can put 6- or 7-figures into your business bank account year over year.
4. If you’ve plateaued, what are your challenges?
Ask yourself what challenges are keeping you from hitting your goals. You’ll need to identify these weaknesses in your current lead generation strategy to have a clear view of the solutions you need. Are you having difficulty with your pipeline and follow-up, or struggling with finding qualified leads? Are you more interested in a holistic or a channel-specific approach to solving these problems?
Finally, ask yourself what the ideal service would provide you before you start the search. And whatever you decide in the end, be sure it matches with your business goals and trajectory.
The RIGHT lead generation service is…
As you scour the market for the service that makes the most sense for you, keep in mind that the right lead supplier will speak the industry language. They’ll invest in your business, providing not only data, but the ability to go deep or wide, according to your needs. The right lead generation service is a force multiplier that does the heavy lifting for you; one that has market insight and intelligence, not just information.
The best lead generation service for your business is out there, you just have to ask yourself the tough questions and answer honestly to find it.
And if you need a lead generation service that ensures your lead qualification details are met to the T, one that helps you break into the C-suite, and one that gets qualified sales opportunities/meetings on your calendar with real decision makers? If so, reach out to us at C-Level Partners. We’ll put you in front of the Right People, In the Right Role, Right Now.
Until next time…