When thinking of partnering or collaborating, the most important thing to remember is that you need the right team to make it work. This stands especially true when it comes to outsourcing lead generation. Even so, if it’s your first time outsourcing a lead generation team.
If you’re thinking about outsourcing lead generation, there are several costly mistakes to avoid, but there are significant benefits if you get it right – a high return on investment is definitely feasible.
When you want to outsource for the first time, there are many things to consider. Here’s a guideline if you’re thinking about taking that plunge.
Do your research on each candidate
Before you select from the pool of your candidates, make sure that you’ve done more than enough research on them. This includes looking into their track records. Try to find out who they’ve worked for previously. Were their previous clients satisfied? Who did they partner up with in the past and what networks have they formed over the years that they’ve been active? Try to see if there are any reviews or testimonials on their websites to get more insight as to how they’ve performed. Most importantly, pay close attention to the strategies, techniques, and solutions they offer.
How do they work?
To ensure strategy originality and a variety of techniques, look at a wide range of industries with whom you’ve worked. Determine this company’s experience in your sector and examine its target market. It’s important that you know the different methods they use so that you will be able to determine if it is something that fits your specific industry needs.
It’s also good if you can inquire with them directly if they can share what types of programs they use for lead generation. Research will take longer if they don’t have the proper software, and the quality of leads will be questioned. Check to see whether they are tech-savvy and use the most up-to-date tools and software.
Don’t get baited by “guaranteed results”
Evaluate any claims that lead generation firms make right off the bat. Be wary of any firm that promises specific outcomes because realistically, the results will always look different depending on the specific industry, and market lead generation is facilitated. These claims are there to bait the clients to partner with them, so make sure that your candidates don’t give you generic claims of success.
SDR responsiveness is a must!
Find a way to speak with a current SDR at this lead generating firm to learn about his or her history, assess communication skills, and so on. Obviously, this does not imply that this individual will be assigned to your account. You will, however, be able to align your requirements with existing workers and determine if you want to pursue this partnership or not.
They need to have a personalized touch
Your partners should also be specific about personalized messaging, content, and engagement. It’s important that your prospects know that they are talking to another human being on the other side of the screen or phone line. So, you and your lead generation partner should be on the same page on this. A continuous dialogue piques the attention of prospects.
Even in today’s difficult sales environment, the appropriate lead generation firm will do all necessary to become a part of your sales efforts and land you the best transactions possible. It’s easy to get overwhelmed by the number of lead generation firms available, but as long as you use these guidelines in mind when making your choice, you’ll be able to find the right partner for you, especially for your first-time partnership.