Despite incurring losses two years ago, the outsourcing industry is currently on the uptick and this is due to several developments within and outside the country. For a fact, the cost of doing business in the United States is steadily increasing, which has resulted in companies much of their operations to countries like India and the Philippines.
As marketing budgets continue to rise, businesses are aiming towards improving their capabilities in lead generation. We all know for a fact that, according to HubSpot, 63 percent of marketers say their main challenge is generating traffic and leads.
Cost efficiency is one important factor in this respect, and businesses will have to invest in lead generation strategies that allow them to explore possible sales opportunities and maintain a high-profit margin. Aside from that, they will need to streamline their sales pipelines in turning leads into sales.
By outsourcing your lead generation, you will be able to generate better revenue from your marketing efforts. However, this would depend on how well you understand the outsourcing ecosystem. Considering that there are numerous marketing service providers out there, it’s important to find one that can actually give your brand the most value.
Here are the 5 things you should know before outsourcing your lead generation campaign.
1. Know what you need
Before outsourcing your lead generation, it’s always best to know the fine details of your campaign first. In other words, you will need to determine your goals and align them with your overall business strategy. This allows you to determine the kind of strategy you should be using for your campaign.
For instance, if you’re aiming to increase customer conversions, you can focus on a multichannel approach which uses voice and non-voice tactics for reaching out to your prospects. If you’re focused more on quality leads, aim for strategies that allow for intensive lead nurturing.
Related: The 4 Main Lead Generation Goals: What Has Changed & How to Reach Them
2. Know what tools to use
The choice of tools should always form an important part of your campaign. Using the right software and hardware allows you to improve the efficiency of your marketing efforts. Using the right CRM tool, for example, can help you focus on creating quality relationships with your audience, allowing for greater leverage in the sales cycle.
CRM platforms such as HubSpot and Salesforce are an asset to any lead generation campaign. For one, they are able to align sales and marketing together, allowing you full control of your campaign as well as the life cycles of each lead that enters the pipeline. Businesses, especially startups, can capitalize on new technologies to get ahead of everybody else within their respective niches. One thing’s for sure, investing in CRM tools can help in shortening the sales process, so it’s important to know if you’re outsourcing partner has the capacity to use these tools for your campaigns.
Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool
3. Know that content (and context) matters
Creating content is just as important as scheduling a sales appointment with a prospect. After all, without great content, you won’t be able to secure sales appointments at all! This is because content forms a valuable part of your lead nurturing efforts. Using blogs and newsletters, you can provide potential customers with materials that will help them make a decision. For that, opt for a service provider that’s just as experienced in creating sales collaterals.
4. Know about pricing considerations
At the end of the day, you should be able to get a great deal out of your negotiations with a potential outsourcing partner. Ask for a lower price, and you’ll risk getting subpar services for your campaign. Pay higher than what’s intended, your profit margins will suffer as a result. That being said, you should be able to negotiate the right price so you will be able to get the most value from the work your service provider.
Related: Cutting Marketing Spend: When It Works (and When it Doesn’t)
5. Know how to conduct due diligence
Before signing the contract, you will have to ask the right questions first about what a service provider can do for you. More importantly, you should also be aware of the company’s reputation. Does it have a string of complaints on its Facebook page? Was it able to attend industry events?
When it comes to outsourcing, the main principle is always to opt for a company that knows your market and knows how to do a great job in lead generation. What better way to find these capabilities in a service provider that has been in the business of generating leads – and backed by solid results to boot!