Questions to ask a Lead Generation provider
Posted: Wed Dec 04, 2024 6:23 am
If you are in a very specific industry, the more familiar the lead generation company is with your niche, the more effective it will be.
Questions to ask a Lead Generation provider
By Joan Carles Sanjurjo
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Outsourcing lead generation or scheduling sales calls can be an expensive process, which is why you need to be diligent. Make sure any lead generation provider you are considering offers you answers to the following questions before making a decision.
Table of Contents
Do they have experience in your sector?
How do they get leads?
How do you qualify leads?
Are leads exclusive?
How are leads delivered?
What will my role be?
How much do they charge?
Do they have experience in your sector?
Generating leads for a software company is not the same as generating czechia business email list leads for an eCommerce company. Generating B2B leads requires a different approach than generating B2C leads .
And if you're in a very specific industry, the more familiar the lead generation company is with your niche, the more effective it will be.
The fundamental principles of lead generation are the same across all industries, so this shouldn't weigh too heavily in your decision, but it's definitely a factor. Don't choose a good lead generation company over a great one just because they have some experience in your niche. On the other hand, if you're dealing with two lead generation companies that seem to be almost the same, this may be a factor that helps you make your final decision.
How do they get leads?
The quality of the leads will vary depending on how they get them. For example, if they have telemarketers calling random people to build a list of leads, those leads probably won't be very good. If they've developed a comprehensive multi-channel marketing strategy that attracts potential customers , those leads are much more promising.
How do you qualify leads?
Do they call them? Or do they simply collect contact information through a form and send the prospect an email saying that a salesperson will be in touch shortly? More direct contact generally means higher quality. Take a look at their process and try to determine if:
Will they generate the type of leads you are looking for?
Will the leads be waiting for you?
The best lead generation companies have a conversation with leads to make sure they are a good fit for your business.
Are leads exclusive?
Will you be the only one receiving leads, or will they be sent to multiple companies? If the leads are not exclusive, you will have to fight for them. Don't buy leads of this type unless you have a sales team that can handle the competition , and your main differentiator is price.
Lead generation companies that offer exclusive leads charge more, but depending on your ability to follow up, or how strong you feel about your value proposition , the higher price might be worth it.
How are leads delivered?
Depending on what your capacity is, it may be worth paying more and finding a lead generation company that handles more parts of the process. For example, if your sales resources are limited , you may prefer to work with a company that delivers pre-scheduled sales calls to you.
Whatever you choose, make sure to find out if they provide you with a recording of their conversations with the prospect or notes, and what their integration process is like with your CRM and calendars.
What will my role be?
Another thing to consider during selection is the nature and scope of your involvement in the project . Some vendors will manage virtually everything in the campaign, from preparing the necessary materials to nurturing prospects . In contrast, other vendors may require you to take a more hands-on role in the project, especially in planning and generating ideas.
How much do they charge?
Customers often ask the wrong questions about pricing and costs. Prices tend to vary widely from one supplier to another, but it is usually very difficult to make a like-for-like comparison between suppliers .
This is because pricing depends on a number of different factors such as the company's experience, scope of services, target market, lead qualification requirements, reputation, etc.
Questions to ask a Lead Generation provider
By Joan Carles Sanjurjo
LinkedInFacebookTwitterWhatsAppShare
Outsourcing lead generation or scheduling sales calls can be an expensive process, which is why you need to be diligent. Make sure any lead generation provider you are considering offers you answers to the following questions before making a decision.
Table of Contents
Do they have experience in your sector?
How do they get leads?
How do you qualify leads?
Are leads exclusive?
How are leads delivered?
What will my role be?
How much do they charge?
Do they have experience in your sector?
Generating leads for a software company is not the same as generating czechia business email list leads for an eCommerce company. Generating B2B leads requires a different approach than generating B2C leads .
And if you're in a very specific industry, the more familiar the lead generation company is with your niche, the more effective it will be.
The fundamental principles of lead generation are the same across all industries, so this shouldn't weigh too heavily in your decision, but it's definitely a factor. Don't choose a good lead generation company over a great one just because they have some experience in your niche. On the other hand, if you're dealing with two lead generation companies that seem to be almost the same, this may be a factor that helps you make your final decision.
How do they get leads?
The quality of the leads will vary depending on how they get them. For example, if they have telemarketers calling random people to build a list of leads, those leads probably won't be very good. If they've developed a comprehensive multi-channel marketing strategy that attracts potential customers , those leads are much more promising.
How do you qualify leads?
Do they call them? Or do they simply collect contact information through a form and send the prospect an email saying that a salesperson will be in touch shortly? More direct contact generally means higher quality. Take a look at their process and try to determine if:
Will they generate the type of leads you are looking for?
Will the leads be waiting for you?
The best lead generation companies have a conversation with leads to make sure they are a good fit for your business.
Are leads exclusive?
Will you be the only one receiving leads, or will they be sent to multiple companies? If the leads are not exclusive, you will have to fight for them. Don't buy leads of this type unless you have a sales team that can handle the competition , and your main differentiator is price.
Lead generation companies that offer exclusive leads charge more, but depending on your ability to follow up, or how strong you feel about your value proposition , the higher price might be worth it.
How are leads delivered?
Depending on what your capacity is, it may be worth paying more and finding a lead generation company that handles more parts of the process. For example, if your sales resources are limited , you may prefer to work with a company that delivers pre-scheduled sales calls to you.
Whatever you choose, make sure to find out if they provide you with a recording of their conversations with the prospect or notes, and what their integration process is like with your CRM and calendars.
What will my role be?
Another thing to consider during selection is the nature and scope of your involvement in the project . Some vendors will manage virtually everything in the campaign, from preparing the necessary materials to nurturing prospects . In contrast, other vendors may require you to take a more hands-on role in the project, especially in planning and generating ideas.
How much do they charge?
Customers often ask the wrong questions about pricing and costs. Prices tend to vary widely from one supplier to another, but it is usually very difficult to make a like-for-like comparison between suppliers .
This is because pricing depends on a number of different factors such as the company's experience, scope of services, target market, lead qualification requirements, reputation, etc.