Lead Generation Services: Buy Or Outsource?
August 31, 2010 by Bob Cavanaugh
Filed under Marketing
Buying lead generation services can be a good way to outsource the sales function for a professional firm or a small business. Buying the service involves a commitment to a contractual price, but it should offer stability in the cost of a sales force.
Lead generation services are not, however, the right alternative for every company. Some executives will not give up control over every aspect of the sales team’s interaction with prospective customers.
The decision to take advantage of available lead generation services is ultimately based on several factors including cost, image, control, immediate need and other commitments.
The most important matter for many companies is the number of services available and how they match the needs of the company. There is a clear difference between B2B lead generation and B2C lead generation. The majority of the companies found in most online business directories tend to focus on B2B leads.
Different services will be offered by different companies. But the majority of lead generation services companies offer the following services:
– provide a list of leads for you to follow up on
– a list of people who have inquired about your business
– Contacting and qualifying leads for you
– building a lead profile
– telemarketing programs
– Direct mail solicitation of leads
– management of all leads through the first sale – converting the lead
– customer relationship development
– cross-selling
– up selling
– referral management
In choosing lead generation services it is often possible to begin with only services needed immediately and then add others as business growth warrants. You should also keep in mind that business to consumer lead generation is notably different from business to business lead generation. The nature and complexity of the sale is a critical consideration.
Lead generation services can be a good way to handle sales for some companies. Sometimes this is the only way a company can afford a sales force. Lead generation services can also be very helpful when a new product is introduced to the market.
It goes without saying that you should do your due diligence when selecting a firm that will represent your business or practice. Treat the decision with even more scrutiny than hiring a new employee.
If you own a small business or professional and want more information about lead generation, see the free video, “How Article Promotion Can Send 25,000 – 50,000 Visitors to Your Web Site Each Month – For Free.”
