The success of any B2B company is directly linked with keeping the top of the sales funnel full of qualified leads and gradually converting them into prospects. This requires constant nurturing of the existing clients and finding new ones. Though running a business and taking care of the clients already seems like a fine task, how do businesses manage to devote time and effort to lead generation?
The answer is—with the help of lead generation services!
Using various tools and strategies that respond to your company needs, B2B lead generation companies search for, reach out to, and attract your ideal customers—while you can spend time on your current customers’ needs and in developing your product. Besides, a recent survey has shown that 65% of successful organizations that achieve their objectives include outsourcing in their service delivery model.
Nowadays, there are a lot of companies offering outsourcing services, and many of them have different ways of operating the business. Such a wide range of options can make it complicated to narrow down the search and pick the company that fits your business.
So how do you choose a lead generation company that you can fully entrust your lead generation process to? Follow these guidelines to find the best lead gen service provider for your business.
5 Ways to Choose a B2B Lead Generation Provider
Picking a proper B2B lead generation provider based on your company’s goals is essential for generating qualified leads. So it’s of major importance to do thorough research before deciding to pick a business partner. You should learn about the company and find out how it manages a business. Here are five tips to help you choose a B2B lead generation provider in 2022:
1. Ask for References, Reviews, and Experience.
The company’s experience can be measured in many ways: its years in business, the number of clients it has, and its completed projects. But another convincing way to prove its professionalism is to research its past accomplishments.
Check the company’s website for case studies, reviews, and customer testimonials. Besides that, for more precise reports, you can also find out if the specific B2B lead gen company you are investigating has worked with clients from your business niche. Ask for their references and feedback to see if the company matches your expectations.
Product and service reviews are of great importance, as it embodies a high level of trust. A website that offers full-scale lead gen companies data research and reviews is a good place to start.
A 2021 LinkedIn report also revealed that if the products or services include the reviews on their websites—the conversion rates go up. Having five reviews causes purchase likelihood to increase by a factor of nearly four times. In general, more reviews lead to more purchases.
2. Define Your Personal and Common Goals.
Before you pick the outsourcing provider, you need to set up the business goals you want to achieve during your partnership. Start with a clear understanding of what you want to outsource. Focus on goals and create time frames when you plan to reach them. Think about the functionality of the future product.
The company you choose should share your values, understand your goals, and have solutions for your pain points. It should truly realize what is important for your company’s future and tailor its strategy accordingly. Discuss your company’s culture and everyday challenges. Share your knowledge and show how you do things on a daily basis.
It’s important to be open about your needs from day one and see if it matches the other party’s capabilities. In this case, your lead generation company can become a great extension of your sales team.
3. Never Underestimate the Importance of Data Security.
During your cooperation with an outsourcing company, you will very often need to share your and your customers’ sensitive information. Data security and privacy are some of the biggest concerns these days, and they should not be underestimated. In fact, 10% of responders have seen an increase by more than 20% in the number of disruptive attacks during the last year.
Source: Ernst & Young, 2021
When it comes to the data security of your business and your customers, you can never be too cautious. It’s of crucial importance to be sure that no breach can take place. Make sure your partner is clearly aware of your privacy policies and has signed a nondisclosure agreement to adhere to your conditions. Also, be sure to get cyber security insurance. Ignoring this topic could result in serious issues in the future.
4. Choose Automation, Ai Solutions, and Latest Technologies.
In today’s digital era, the achievement of any lead generation deal highly depends on using the right software. The newest technology tools can improve lead quality and speed up performance. Choose a provider with advanced business technologies, reliable digital approaches, and secure systems.
Picking a provider that does not have access and expertise to the latest technology may cost you a lot of money and time. Consider partners that use automation software and artificial intelligence solutions.
Source: HubSpot, 2021
5. Calculate and Agree Upon a Budget.
The budget is always a central point of every project. That’s why it’s important to negotiate all the details before the project kicks off. If you have decided to invest in your company’s future, don’t compromise on the quality and overall reliability of lead generation service in favor of a lower cost. You need to understand that outsourcing providers with the newest technological tools and software are never low-priced.
Financial coverage is a topic that tends to pop out from time to time at some points during the negotiation process. Try to avoid misunderstandings by agreeing on the budget before signing the contract. Make sure the vendor won’t charge you later for any additional costs not discussed in the contract.
Start Generating Qualified Leads
Lead generation is a challenge for every business out there. Yet, it’s one of the most important parts of the sales process. It helps to boost revenue and increase brand awareness. If you want to start to generate more highly qualified leads for your B2B business, you should consider outsourcing with a lead generation provider.
Luckily, today there are tons of B2B providers offering services that will clear up your work schedule and improve your business performance. Still not sure how to choose a lead generation company? Look for what sets them apart from the rest. A company that offers data sales solutions and orchestrated outbound may be just what you need to build those strong, long-term relationships and grow your business.
About the Author:
Kateryna Ryzha is a content writer at CIENCE. She obtained a degree in English and French Linguistics and American Studies. She has experience in journalism and the sphere of business education.
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