Do you intend to outsource lead generation? It’s a great move because if you are in business and notice your leads going down, you don’t sit down and do anything. The best thing is to choose one of the reputable lead generation companies to help out. It’s not a bad idea to ask for help since a lead generation company will help you revive your leads and improve your sales funnel. Having a great lead generation company that will use its skills and time to ensure your business builds high-quality leads is something you can’t take for granted. However, the challenging bit is how do you identify lead generation companies to work with?
The answer to that question: be informed and understand the right questions to ask the lead generation companies. This article will highlight 3 questions to ask before you put down your pen and sign the deal.
Follow the discussion:
What type of company are you?
You need to understand whether the company is a major account or a small sales lead generation company.
How does each work?
Major account-leading companies: They target clients that sell complex products and services – generally, the decision-makers in a company. Their sales cycle is long, and they mostly sell their products with a high price tag to these high lead customers.
Small sales lead generation companies: They will help your company get potential customers who are not intending to spend much on the products. Probably the products with a $10,000 price tag and below. Their sales cycles are shorter, and the decision-making process is not complex.
While you understand how both work, ensure you settle for a company that will fit your company’s style of doing things. For instance, which types of leads does your company target? B2C or B2B leads? Make sure you understand what lead generation the company handles and whether they have experience or not.
What kind of tools/technology do you work with?
Tools are essential because they can automate, optimize, and generate leads. A company that has been in business for some time should have a well-laid technology process and tools to make work easier.
How would you know the company has modern tools for lead generation? Ask them to show you some of the following;
- Tools for call tracking
- Tools for lead verification
- SEM analytics
- Tools for SEO and CRO
- Email automation tools, etc.
If they have them, can they be integrated into your system? The software they are using must get integrated with your company’s software to avoid interfering with your other existing CRM be.
What are your terms of service? Are there any guarantees that the lead generation campaign will succeed?
Never ignore such questions because your target is to see the lead funnel rising again. First, let the lead company you chose show you how it intends to conduct the campaigns. Let them have proof that they have done it before, and it worked. The best way to do this is to lay your expectations bare on the table.
Ask them what they expect from your side to make the campaign a success. Keep the lines of communication open to ensure no one feels short-changed. Who will you be communicating with? What mode of communication will you be using? How often should you review progress? These are some of the things you should know before signing any partnership.
When you are equipped with what questions to ask and what responses to expect, you are in an excellent position to make the right decision for your business. Ensure you choose a lead generation company to be interested in a long partnership deal so that you can achieve your goals.