Generating quality business leads is the lifeblood of every B2B business. To successfully achieve this task, you have two options: implement organic lead generation tactics and strategies yourself or hire a third-party provider to do it for you. Whether you DIY or outsource, the main goal is to reach your target audience and turn them into qualified leads.
If you’re considering outsourcing lead generation for your B2B business, you’ll be confounded with numerous options. However, choosing the right B2B lead generation company is a strategic business decision, and it can seem daunting. As such, you should look beyond the price tag. Although the cost of service is a huge factor, you want to make sure a mutually beneficial partnership.
Looking for a B2B lead generation company that meets your budget and offers the best services is a major challenge. If you are among these companies, read through this post to get useful information.
But before you start your search, you should know what a B2B lead generation company is.
What is a B2B Lead Generation Company?
A lead generation company oversees all aspects associated with finding leads which include identifying the audience, qualifying prospects, gathering contact details, communicating with leads, and developing and evaluating lead generation strategies.
As an alternative form of digital marketing, these companies offer innovative strategies to expand your client reach and increase sales through targeted marketing. Online b2b lead generation companies also provide lead tracking and management ensuring better ROI.
Outsourcing lead generation enables businesses to reach prospects, build trust, and direct them through the sales funnel. They implement tactics that engage target clients enhancing brand value and boosting productivity. As an intermediary, B2B lead generation companies maintain open communication between your business and your prospects.
Now, how do you select a company to partner with? Here are some great tips on how to choose the right B2B lead generation company.
1. Know the company
Not all B2B lead generation companies are the same, so you should know more about them. Aside from the basic company information such as their company name, address, contact details, and services and pricing, you should look into the following information:
· Type and nature of clients they work with
You want to work with a B2B lead generation company that specializes in your sector or industry and your market. Likewise, they should also be able to handle the size of your business. Some companies that cater to small businesses may not be equipped with larger corporations. Look for a partner whose clients are closely similar to yours.
· Lead generation strategies
These strategies can either be inbound or outbound, and the best method will depend on the type of your business. Ideally, you should evaluate which lead generation tactics will work for your business. Outbound lead generation allows you to identify prospects and initiate a conversation with them. On the other hand, the inbound lead generation method drives potential customers to your website through social media, content marketing, SEO, and other digital marketing techniques.
Take note that some companies only specialize in a specific method, either inbound or outbound. So, you should look for a B2B lead generation company that specializes in a method that is best for your business.
The following factors should be considered when selecting a B2B lead generation provider: years in business, the number of clients, and success rates. You want to partner with a company that offers the most impactful results.
2. Specialized B2B lead generation program
Since different companies have distinct marketing needs, you should choose a provider that offers a unique program for your business. Some salient questions to ask:
· How will the company tailor its program to achieve your goals?
· What are the stages of their services?
· What are your responsibilities as a company?
· Does the company offer stand-alone services or full-service programs?
· What other services do they offer, such as lead management and nurturing?
· What parts of the sales funnel are covered by the program?
· Where and how do they generate leads? Third-party sources, existing databases, organic strategies?
3. Team and tools
You want to choose a B2B lead generation with an experienced team and up-to-date tools to ensure an impactful program. Check the tools that the company uses to automate, optimize, and automate lead generation activities. Some crucial B2B lead generation tools include lead verification, analytics and reporting, SEO and CRO, SEM analytics, CRM, call tracking, email automation, social media management, and marketing automation platforms.
It’s also important to ask who will handle your account and the frequency of communication. Although you are outsourcing lead generation, it is still important to be on top of this business aspect.
Lastly, you want to know how the lead generation company monitors and measures the performance of its program. You want to see the actual results so you can make the necessary decisions. Furthermore, this ensures that you have a better ROI. Check their metrics if it meets your business goals.