by: Jan Loyola
Companies looking to generate b2b leads for their business need not bear all the weight themselves. There are lead generation companies who are well-equipped to handle the tasks of finding business sales leads, qualifying these for appointment setting, and forwarding this business list to your sales people. It may seem like an easy substitute for doing all of the lead generating processes yourself, and it is.
That is the benefit of outsourcing. It allows you to delegate the task of a whole department to a capable and professional team so that you don’t have to go through all the details yourself. When outsourcing b2b lead generation, you will initially be required to give your criteria for your target market. Or, if you are just starting out, the lead generation firm will help you in identifying the qualifications of your target market.
When you outsource the generation of your business sales leads to a lead generation company, you can rest assured that your b2b leads are properly being cared of. Unlike other businesses selling retail products to customers or other businesses, lead generation firms are not distracted by the need to develop their merchandise. Because it’s service is to provide business and sales leads, all research and development is aimed at finding even more leads which directly benefits you, the client.
Also, market research, A/B testing, and analysis are time-consuming tasks which will definitely require your undivided attention. The reason why a lot of companies forego A/B testing of lead generation marketing strategies is that they do not have the time to perform the arduous testing and analyze the results. They simply pick a popular or seemingly easy marketing strategy and implement it right away. Consequently, they only generate a limited number of qualified business leads for their products (if any) when they could have achieved a much larger market share.
Let’s say you’re in the software business and you develop apps to improve the project management of other businesses. As the owner, you would need to oversee the R&D department so that you can create a product that has a buying market. Before you begin production, you would have to do another research, this time for your target market, which will take more time to complete. Of course you have to make sure that you will present your product in the right way. But what if you can go directly from R&D to selling, and leave the market research, testing, and analysis to a lead generation firm? You wouldn’t even need to worry about hiring a b2b telemarketer to do telephone surveys. A telemarketing lead generation firm already has experienced b2b telemarketers to perform market research, quality analysts to qualify prospective business leads, and professional appointment setters to perform b2b appointment setting.
A lot of critics view outsourcing lead generation processes as simply a shortcutting method, but it actually has a lot more benefits for the companies that decide to outsource their operations.