Lead generation services by experts can enrich your sales pipeline with prospective leads who are more likely to convert into your customers. In a survey by APSIS International, more than 69% of marketers prefer lead generation services as their primary need to generate qualified leads.
Companies that manage marketing campaigns to discover leads and qualify customers for businesses offer lead generation services. Lead generation services can significantly improve an organization’s sales pipeline with potential clients.
Choosing an excellent lead generation service to provide for your specific niche is challenging because lead generation service providers assist businesses with establishing initial communications, building interest, and facilitating demand generation.
Lead generation services help improve your advertising efforts by reaching out to targeted people. Outsourcing a lead generation services provider can eliminate the guesswork of cold sales calls, present brands with high-quality leads based on the brand’s ideal customer profile, and improve your conversion rate. To add to this point, this blog will elaborate on tips for choosing good lead generation services.
Table of Contents
- What Is Lead Generation
- Types of Lead Generation Services
- Key Differences Between Inbound and Outbound Lead Generation
- The 6 Best Tips for Choosing the Right Lead Generation Services
- Wrapping Up
- Related Reads
What Is Lead Generation
Lead generation is a sales activity that involves gaining the interest of potential prospects to increase future sales for your business. The lead generation process does not just stop by gaining leads; it also involves efforts to convert them into potential customers.
Types of Lead Generation Services
Outsourcing a lead generation agency can help take a lot off your plate. You must choose the type of lead generation services to organize your priorities and goals around. There are main types of lead generation services listed below.
Outbound Lead Generation
Outbound lead generation has been around for a long time. Outbound lead generation aims to generate customer interest in your product or service and develop a sales pipeline. Outbound lead generation engages with potential customers who might not know about your product. SDR creates inbound leads through sales representatives through sales pitches. Usually, outbound lead generation methods include cold calling, direct email, social selling, and direct mail.
Inbound Lead Generation
Inbound lead generation is a process of attracting customers through strategically engineered content. The company creates targeted content that appeals to its ideal customer and might result in a sale. It is designed to develop prospective leads that initiate contact with you directly, or through referral channels.
Key Differences Between Inbound and Outbound Lead Generation
Both types of lead generation services are aimed to generate quality leads for a business. The one common varying factor is their approach to attracting prospects.
It is all about reaching out to a wide range of audiences who may or may not be aware of your business vs. urging prospects to approach you through any medium.
|Inbound Lead Generation Services||Outbound Lead Generation Services|
|Your prospects take the first step in generating leads||You take your first step in reaching out to your audience|
|Prospects come into your scope by expressing their interest.||You go out to expand your clientele|
|This is referred to as pull lead generation||This is referred to as push marketing|
|You pull the audience through our brand value or social media presence.||You push your marketing strategies to the public to get them on your side.|
|Example: Social Media Marketing, Content Strategy, Search Engine Optimization||Example: Cold Outreach, Social Selling, Marketing Campaigns|
6 Tips for Choosing the Right Lead Generation Services
- Understand Your Niche
- Ask the Right Questions
- Analyze the Needs
- Check for Flexibility
- Manage the Process End-to-End
- Nurture the Leads
1. Understand Your Niche
Understanding your business, and being familiar with it is essential to define your lead generation goal. Knowing your business will reduce your risk of unwanted offers, strategies, and campaigns that will not benefit you. You will also need to know what kind of lead generation agency will be best for your business.
Whether you are a small-scale company or a large-scale, B2B or B2C, product-based or service-based, you need to understand your business thoroughly to know what kind of lead generation agency will help you achieve your goals.
If you are a small scaled product-based business, it doesn’t need much convincing from prospects. But if you are on a large scale, you will have multiple decision-makers–like a board of trustees, or shareholders to agree on common terms, which might take longer. Before choosing a lead generation agency, perform a SWOT (strengths, weaknesses, opportunities, and threats) analysis of your business to become familiar with your strengths and weaknesses.
2. Ask the Right Questions
Prospects will likely enquire about similar companies and competitors and weigh their options. So you need to work with companies that can help you build your rapport with prospects, engage with customers on a somewhat personal level, and persuade them to avail of your services.
To choose the best provider, you need to ask specific questions, and find out whether their offers meet your exact needs:
- Do they use third-party data sources?
- Do they offer lead management and lead nurturing services?
- Are they fully managed vs. partly self-directed?
- Full-service vs. stand-alone package.
- Do they offer customer service?
- Does the agency carry out its proper prospect research?
- What steps do they take to ensure data quality?
- How do they provide targeted organic traffic or PPC impressions
- Will they have a dedicated team?
- How much experience and knowledge does the team have?
Analyze the answers to these questions and whether you are satisfied with them. It can be challenging to select a lead generation service provider since today, many agencies offer similar services. Make sure to choose one that can tailor to your needs.
3. Analyze the Leads
The process of how lead generation services filter prospects should align with how you qualify leads. Analyze whether the following functions are taken into consideration for qualifying leads
- Ideal customer profile (ICP).
- Analyzing Buyer personas.
- Defining Marketing-qualified leads (MQLs) and sales-qualified leads (SQLs).
- Lead scoring model.
- List segmentation.
4. Check For Flexibility
Flexibility plays a significant role in B2B and B2C organizations. If you are a growing organization, your needs will vary from time to time, so choose an industry-specific company that will be able to bend to their client’s needs.
Analyze whether the agency has a good understanding of your industry, and has worked with previous companies similar to your specific niche. Today, most lead generation services are customized and operate for a wide range of companies because they are not limited to only one area of expertise.
If something doesn’t work for you, the service provider should be able to revise and optimize it for you. Make sure your timings are also flexible and that you have similar working patterns for active engagement since you will spend a considerable amount of time working together and figuring out solutions.
5. Manage the Process End-to-End
Choose a service provider that specializes in end-to-end lead generation. This means they must be able to handle a different array of marketing channels and create social media campaigns, to generate, attract and nurture leads.
The service provider starts by focusing on quality leads by understanding your target audience, then map opportunities based on a balance between cost-per-lead and lead quality. Then, they create sales funnels that move your leads through the buying process based on IDing qualified leads, retargeting metrics, and insight mapping.
To sum up, ensure they are fully responsible for every touch point in your sales funnel from initial contact through the last email before your team closes the deal.
6. Nurture The Leads
Lead nurturing is about building a relationship with your potential customers. The ideal service provider creates quality content and offers to interact or engage with the leads. Once your leads start to like them, they will be qualified as prospects and can be reached by the sales team to move them further down the funnel. To do this, the service provider is responsible for creating good top-of-the-funnel content, such as social media posts, blog posts, infographics, podcasts, explainer YouTube videos, and email newsletters. The more content your leads consume, the more likely they convert to prospects.
Lead generation is an essential business foundation. Outsourcing lead generation services is your best option if you are a growing organization with limited resources. Choose an excellent and reputed agency that caters to your needs. Right from identifying your customer profile to reaching out to potential leads and booking appointments with them, appointments.co will ensure an end-to-end outbound lead generation service. If you are looking for more lead generation updates, contact us soon!
1. What is a lead?
A lead is an individual, or business that shows interest in buying something from your company. Leads are not qualified. They might eventually become customers at the very top of the sales funnel.
2. What are some ways to generate leads?
There are many ways to generate leads, such as direct engagement, offering content or freebies in exchange for contact details, advertising, pursuing potential business profiles on social media, guest blogs, answering forum questions, or referrals from current customers.
3. What are the benefits of outsourcing lead generation services?
The ultimate goal of lead generation service is the reduction in costs. Instead of hiring a team to perform the lead generation, you can rely on great leads that the service provider will bring in and focus on other aspects of your business. The service provider can generate high-quality leads as they work with an extensive range of industries.
- How to Generate Leads in Sales – 10 Tips
- Leads vs Prospects: Things You Need to Know
- 9 B2B Content Ideas to Improve Lead Generation in 2022
Illustrations by Storyset