4 Reasons Why You Should Outsource Lead Generation Services

September 04, 2015

4 Reasons Why You Should Outsource Lead Generation Services

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Successful SMEs are the shining stars of Indian economy. Riding on the virtue of their benefiting business model, SMEs are adept at leveraging opportunities, cutting down unyielding operations, dynamic sharing of roles and proactively meeting changing market needs.

All this is only possible when a business stays focused on its core business processes. However, there is a constant need to build up clients or customers through generating fresh leads that also turn into business relationships. This unavoidable aspect of ensuring continuous revenue can prove challenging to any business. After all, a business without fresh leads and sales is a declining business!

What many entrepreneurs fail to realize or accept is while they don many hats, they may not be good with business lead generation. Hence; arises the need to get assistance in such areas where expertise is lacking and be better able to concentrate on key business plans, strengths and strategies.

Lead generation, in fact, is a time consuming and technical process. If you have lead generation as a part of your internal sales function then you might be underestimating this fact. Also not to forget the considerable costs that in-house lead generation incurs.

An outsourcing company may actually be a good choice for your revenues than in-house sales team for several reasons.

Reduced cost of running an in-house lead generation team

The biggest advantage an outsourcing company can give you is overall reduced costs of maintaining an in-house lead generation group. Outsourcing will eliminate the need of expensive advertising campaigns, employee briefing and training, infrastructure setup and the huge phone bills (cold calling)!

Diagram 1

Along with improved marketing ROI, outsourcing lead generation process will also save you time as your sales professionals will not have to sit around making cold calls to random people. According to CSO Insights, sales representatives spend approximately 20 percent of their time generating leads, which is definitively a waste of sales person’s real skills and valuable time. Unfortunately, this has turned into a standard practice in several businesses.

Domain expertise and technicalities of the process

Outsourcing lead generation companies have the required skill sets when it comes to doing the job. While you may have manpower available in-house but they may not have knowledge of efficient cold calling or lack the right approach to the whole process. But with an outsourcing company you are sure to get bang for your bucks! Also you get benefit of their sales expertise as they are completely into doing that thing. They take multi-channel approach of offline and online communication, extracting lists from various sources, network building and reaching out to target social groups.

Another important factor is that outsourcing companies have more time to do detailed analysis on prospect clients, do follow-ups and gather feedback and requirements. While you may never have enough time to do it with such details.

Quick finalization of business deals

Lead generation companies do the tough work of reaching out to numerous people, locating target customers and eventually finding out people who will genuinely be interested in your product or service. Thus helping you close a business deal quickly and effectively. So you will only have to focus on closing the deals rather than getting jumbled up with unproductive leads.

Let us study an example. Say your in-house personnel made few cold-calls and in the process spoke to a team member of some company and got to know that they can be prospective client for you. Now what makes this an unproductive lead is the inability or insufficiency of your staff to reach the decision-maker.

Bottom line

The strong networks of an outsourcing company and their domain expertise play crucial role here. They will get you directly to the decision-maker, ensuring quality lead.

A good lead generation outsourcing company can truly help you focus more on your core business and gain competitive edge in the market.

Image courtesy:yogeshdhawan.com.au

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