Are You Attracting Clients To Your Business?
Attracting a steady stream of potential clients is vital to a sustainable business. This is especially true in the Business to Business (B2B) space. Losing one long-term B2B client can cripple a business if that business does not spend time and resources lead generating and prospecting.
If you’re a business owner that serves other businesses, you will need to start lead generation at some point. Even if you’ve grown organically, lead generation will keep that momentum going.
Yet, B2B lead generation can be challenging, especially for newbies. That’s why many businesses, large and small, try B2B lead generation outsourcing.
Of those companies, 85% said outsourcing made the difference. You need the right tools and resources at your fingertips to achieve consistent leads for your business. With an outsourcing company that understands your goals, you can get it done.
If you’re considering B2B lead generation outsourcing as part of your strategy or want to start a new lead gen campaign, read on to learn how to get started and land your first client through this process.
What Is B2B Lead Generation?
Lead generation uses sales and marketing tactics to create or gather leads to grow your clientele. This can be for businesses that serve consumers (B2C) and those that serve other businesses (B2B). It involves finding and nurturing leads, with the ultimate goal of converting them into paying customers.
Thanks to technology, the lead generation landscape includes several avenues. These include:
Content Marketing: Creating blog posts, whitepapers, e-books, and videos to attract leads
Email Marketing: Using email to engage and nurture potential leads
SEO: Optimizing content on your website to rank at the top of Google to attract leads
Paid Advertising: Generate leads through paid social media, print, and other digital ads.
Live Events: Interact with potential clients at networking or personal events.
Social Media: Build an audience by consistently posting about your product or service.
Direct Calls and Outreach: Still one of the strongest forms of lead generation, this is calling a list of potential clients and nurturing or selling to them.
B2B lead generation takes time and effort, combines these issues, and is an ongoing process.
What Is B2B Lead Generation Outsourcing?
B2B lead generation outsourcing refers to the practice of hiring an external agency or service provider to handle the lead generation activities for a business. These are also known as business process outsourcing (BPO) companies.
Instead of managing lead generation efforts in-house, companies delegate these tasks to a specialized third-party provider.
Benefits of Outsourcing your B2B lead generation
Increase your B2B lead generation intensity
The reality is that 66% of your salesperson's time is spent on something other than selling. It's spent answering emails and admin duties, leaving only 33% of the day spent building out leads. The same goes for people in many other lead-generation roles. Outsourcing your lead-generating efforts gives you more intensity in your efforts, leading to better results.
Increase your capacity
You can look at this as an opportunity to open your business and team up more resources that work for the company. The hiring process is tedious, as well as training and upskilling can take additional time. You also need to manage the in-house team that is geared specifically for lead generation. You can scale your efforts by quickly hiring a large outsourced lead generation team.
The right tools
Sales tools have become more sophisticated in getting you quality leads. However, they've also become more costly. With outsourcing, you leverage that business's existing tools and technology to gain more leads.
Save time
If you are trying to meet a short-term goal or ramp up your revenue, outsourcing can help. In addition, outsourcing can get a campaign off the ground quickly and with minimum risk to you.
Save money
Cost efficiencies are significant for developing your business. When you outsource, you pay a portion of what you would pay if you hire the same services in-house.
Choose your B2B Lead Generation Outsourcing Company
So how do you get started? Your first step is to find a company that can generate leads based on your needs.
Find a Company in Your Industry
Search for a company with specific expertise in your desired area. This means selecting a results-driven company that can help you achieve your strategic goals. For example, in the B2B sales telecoms sector, outsourcing to a company with experience in that field can help you gather the type of leads you need.
Check Reviews
If you are considering hiring a company, check their social media pages, such as LinkedIn. Are they thought leaders in the industry? What are their fellow partners saying about them? Check the reviews and success stories of their clients.
Select the Right Fit for Your Organization
Selecting the right team also requires considering the company's culture. For instance, even with a goal on sales and metrics, how does the organization value customer experience and service? These are also factors to consider.
Transparency and Visibility
Does the company publish articles and reviews, good or bad? Do they share expertise and insights? Look up and gauge how open the company is about what they do, how they do it, and the quality of their services.
Value
What value does the company offer? This can come in the form of access to the company's experts and industry experience. What tools and resources does the company use to meet its goals? Always consider the value they offer holistically when deciding to outsource.
About 71% of businesses that outsource lead generations say it significantly increases their team’s productivity.
Once you choose your provider, it’s time to get acquainted and start the lead gen process.
Next steps after securing your provider
What tactics do they use to streamline their lead generation pipelines?
This can include methods of gathering information, speed of sales lead turnover, and handover methodologies.
All of these factors determine the quality of the leads you collect and the Service Level Agreements (SLAs) required to acquire and sign customers. Once you have chosen the right company, it is crucial to ask critical questions that will set you up for success.
What's the approach?
It is essential that their methods are ethical, aligned with your company's brand, and sustainable for future business. For example, if you operate in a highly competitive industry, there are rules of engagement that should be followed when acquiring new clients.
These rules may include avoiding pricing wars, discouraging breaches of contracts, or refraining from purchasing potential customers out of their existing contracts. Ensuring that your outsourcing partner understands, adheres to, and practices the right methods is crucial.
Metrics matter
Next, consider the Key Performance Indicators (KPIs) to look for. Lead generation directly impacts the effectiveness of your sales funnel. Therefore, it is important to track the number of leads generated and what qualifies as a lead.
Additionally, the conversion rate, which represents the percentage of individuals who complete your call to action, is a significant metric to monitor. The value of each lead also plays a role in determining its worth to your business. Lastly, consider the Customer/Client Acquisition Cost and discuss this aspect thoroughly within your contractual agreements.
Guarantee it
Contracts and guarantees should also be taken into account when selecting an outsourcing partner. Your partner should provide guarantees for support and deliverables. It is important to clearly define your KPIs and leave room for a testing period.
Ensure that the pricing structure aligns with your expectations. Remember that the cheapest option does not always guarantee the best results. When choosing a B2B lead outsourcing partner, consider all of these variables and identify the solution that best meets your needs and can help you achieve your goals.
Top mistakes to avoid when b2b lead generation outsourcing
When it comes to B2B lead generation outsourcing, there are several common mistakes that businesses should avoid to ensure a successful partnership. These include:
Lack of Clear Objectives: Failing to establish clear objectives and expectations upfront can lead to misalignment and ineffective lead generation efforts. Before outsourcing, define your goals, target audience, desired outcomes, and key performance indicators (KPIs) to provide a clear direction to the outsourcing partner.
Choosing Based on Cost Alone: Opting for the cheapest outsourcing option without considering other factors can be a costly mistake. While cost is important, it should not be the sole deciding factor. Consider the provider's expertise, experience, reputation, track record, and alignment with your industry and target audience.
Insufficient Communication and Collaboration: Communication is vital for a successful outsourcing partnership. Lack of effective communication and collaboration can lead to misunderstandings, delays, and subpar results. Maintain regular communication, provide timely feedback, and foster a collaborative relationship with your outsourcing partner.
Neglecting Due Diligence: Rushing into a partnership without conducting thorough due diligence can result in selecting the wrong outsourcing provider. Research the company's background, client testimonials, case studies, and any relevant certifications or awards. Request references and have detailed discussions to ensure they have the capabilities and resources to meet your requirements.
Ignoring Reporting and Performance Tracking: Monitoring the performance and progress of your outsourced lead generation activities is essential. Establish clear reporting mechanisms and ensure the outsourcing partner provides regular updates, metrics, and analytics. Regularly review and evaluate the results to make data-driven decisions and identify areas for improvement.
Lack of Scalability and Flexibility: Outsourcing partners should have the ability to scale their efforts based on your business needs. Failing to ensure scalability and flexibility can hinder your ability to adapt to market changes, seasonal demands, or business growth. Choose a partner who can adjust their resources and strategies as required.
Failure to Protect Data and Intellectual Property: Data security and intellectual property protection are critical considerations when outsourcing lead generation. Ensure that the outsourcing partner has robust security measures in place, including data privacy policies and confidentiality agreements. Safeguarding your sensitive information is paramount.
Disregarding Cultural and Language Differences: When outsourcing to a provider in a different region or country, cultural and language differences can impact communication and understanding. Be mindful of these factors and address any potential challenges upfront to ensure effective collaboration and minimize misunderstandings.
Outsource and make life simple
Outsourcing is as old as bartering. Choosing the right provider can make or break your business. Whether you outsource all your efforts or keep some B2B lead generation house, choosing the right company to assist with your lead generation will help you meet your revenue or sales targets. Look at outsourcing this part of business as a new channel that requires little to no management from you and produces exemplary results.
Effective B2B lead generation outsourcing can be a game-changer for businesses looking to accelerate their growth and secure valuable clients. By avoiding the common mistakes mentioned above and selecting the right partner, you can unlock the full potential of lead generation efforts.
At Call Serv, we’re an experienced lead generation partner with a track record of excellent results. We focus on specialized knowledge, advanced technology, scalable resources, and lead quality. We also understand the importance of clear communication, collaboration, and aligning their efforts with your objectives.
If you are ready to take your B2B lead generation to the next level and achieve tangible results, it's time to work with us. Contact us today to speak with our Director of Operations or Sales team for more information.
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