Outsource Lead Generation: Partner
If you are going to outsource your lead generation , you will of course pay attention to things like references and price. But also think about the following aspects:
- Does your partner know your industry/market? If not, it will cost you a lot of time – and therefore money – to teach him or her. Or it will cost the partner a lot of time – and therefore money for you – to familiarize themselves with the ins and outs of the industry/market.
- Does your partner understand your business? Does he understand exactly where your customers’ pain lies? And how your product/service is the solution?
- Are your partner’s agents well trained in conducting a sales conversation at different levels? Do they have a variety of conversation techniques under their belt?
- How does the partner ensure continuity if a Marketer or Project Manager is absent?
- The external agents are the calling card of your company. The last thing you want is an agent who reads a call script to your (potential) customer. So check whether the agents are trained to have a good and authentic conversation within a short period of time without a script.
- Does your partner have their own database that you can draw from if your own database is too limited to outsource lead generation?
- How does your partner handle sensitive data ? Make sure you both work GDPR compliant in exchanging and writing data.
- What exactly do you get for your money? Appointments? Then make sure you get appointments with BANT-qualified leads. Making appointments is not always difficult. But making relevant, promising appointments is a different story. Approach your poland phone number library assignment from the perspective of opportunity value. Ten appointments are nice, but the value behind them is more important. So it’s not about quantity but about quality!
- Does your partner provide you with frequent progress reports ?
What should you pay attention to internally?
Before you decide to outsource lead generation, you should also ask yourself a few questions:
- Do you have time for it yourself? Are there enough suitable people within your organization to generate leads? If not, then the choice to outsource it is a omnichannel commerce: definition, benefits and strategy logical one.
- Do you have enough time to make it a success together with your partner? You too must commit to the collaboration and be available for your partner.
- Do you have a good idea of who your target groups are and who your partner should/shouldn’t approach? With what message? Make sure you can brief your partner as completely as possible.
- Do you have a good, up-to-date database ? An outdated database will cost the partner extra time. In that case, adjust your expectations of the result.
- When is the collaboration successful for you? For example, look at benchmark figures in the market and your own experiences. Then you know approximately what is realistic to expect in terms of output.
- Do you have enough capacity to follow up on appointments? There is no point in using your partner 40 hours a week to approach (potential) customers, if there is insufficient capacity to go to appointments. Then just use your partner 8 or 16 hours a week.
Commit for the long term
Are you opting for outsourcing? Then opt germany business directory for a long-term partnership. An external party also needs to get used to its client and needs time to discover the right way of working. This is different for every client and for every proposition. There is no standard method or sales pitch. Every time you switch partners, you destroy the knowledge and experience you have acquired and you have to start over. Realize that a good partnership costs both parties time. Do not expect a partner to be successful right away. You also have a role to play in this. So invest in the partnership. This is the only way to get the maximum return from the partnership.