Lead generation is the process of converting, and to some extent nurturing, business leads. The question of whether to hire an outside lead generation firm is one that confronts many businesses who might otherwise consider doing this in-house. Nurtured leads produce a 20% increase in sales opportunities and businesses who nurture leads make 50% more sales at a lower cost than non-nurtured prospects. It’s not something you want to leave to chance. Hiring a lead generation company can make sense for a B2B business because they are focused solely on lead generation, have valuable industry expertise and can save your team time rather than trying to do this in-house. Here are the biggest reasons to hire someone to do it for you:
They talk to the right people
Good lead generation is speaking to the right people at the right time, and it comes down to having the right contacts and the right data. Lead generation companies have access to databases with millions of business contacts covering a range of industries. Data specialists can determine which leads are qualified much more quickly than your own staff could.
They prioritize with lead scoring
An experienced lead generation firm will have proven methodologies that they can put to work on your case. Sales leads scoring is one of these techniques which can save a lot of time by not talking to people who aren’t as likely to convert.
They shorten the sales cycle
By having nurtured business leads sent to you the focus is firmly on selling, and the timeline to do so is much shorter. Time is money, and you will be saving plenty of it by having qualified leads sent directly to you.
They improve your company’s web presence
Many lead generation companies can assist with a blog strategy and SEO, so that potential customers can find you more easily through a web search. Then those prospects can be turned into leads and possible customers.
They can lower your costs
Developing a hiring and training program is costly. Sometimes it makes more sense to hire a company that is specialized and already has the skilled staff. Hiring a company to find leads frees up resources for other tasks. It eliminates the time and effort required to recruit and train staff.
They allow you to focus on your product or service
Whatever area of B2B your business operates in, one thing will ring true: it’s the USP of your company that generates revenue, and it’s the USP that you need to focus on. It’s the asset you possess which can’t be bought elsewhere and where you should focus your staff’s energies and resources. Outsourcing to an agency allows you to do just that.
How to find the right lead generation company
Before choosing an agency, it’s important to do your research. If possible, scan reviews, testimonials, and ask for referrals. Ask your shortlisted candidates questions about their processes, tools, and whether they have their own CRM software that will be able to integrate with your B2B CMS for a seamless experience.
While using a lead generation company will cost you money, it saves your business money too. So, unless you want to pay the true cost of generating your own leads, you’ll be wise to pass on the hidden costs to the experts.
You still have reservations about using an external company for B2B lead generation because you think they’ll take your money and run? That they’ll make a couple of calls and leave it at that? Well, it might surprise you to discover that not only will they deliver results, but they’ll deliver them in a variety of ways. Lead generation companies may specialize in one area, but often they’re multi-faceted experts who can cover all the following services:
• Email marketing
• Social media
• Appointment setting
• Event promotion
• Content creation
In the B2B world, an individual sales lead or a sale can be worth a lot, so it’s important to put thought into the customer journey pre- and post-sale. Find out how 360 Leads can create a winning B2B lead generation campaign customized for your company and industry. Contact us today!