When we talk about lead generation, we usually start wondering whether it would be best to have it done in-house or whether to outsource. Well, such a decision is not an easy one to make as you put a valuable investment on the line. This time, however, let’s focus on what you can get from choosing to outsource your lead generation campaign to a third party provider.
Lead generation is, as the name implies, about the generation of interested business prospects called leads. And as the business world grows more and more saturated with new businesses, the race to find new clients and customers becomes an ever bigger one. Your company may be selling the same thing that another company is selling thus you target the same market and will thus want the same type of leads.
For example, IT companies that market their services target companies that do not have their own IT infrastructure or department. As such, their services are to be desired by companies that are looking to expand on their current IT infrastructure. With knowledge that there is a need for their services, IT companies may start looking to start doing IT sales lead generation in order to find new customers. However, an IT company may not have an expertise in performing their own lead generation, as such they turn to the aid of third party lead generation companies.
The question now is why to outsource? Well, this question applies not only to IT companies but to all businesses looking to get new leads, such a question should be kept in mind. So why should you outsource?
One of the reasons as to why lead generation is often outsourced is due to the costs of maintaining and running an in-house department. The creation of an in-house lead generation team usually means having to hire new employees, procure new equipment as well as invest time into training new hires to the marketing of a company’s products and services. Although, this tank can be handed of to a company’s marketing department, there are certain approaches which your good old marketing chaps may just not be good at doing.
So rather than make a heavy investment in acquiring new equipment and hiring new employees, not to forget mentioning the time it takes for training to be conducted, companies can minimize their costs by outsourcing lead generation to third party companies that already have the needed equipment as well as highly-capable and trained staff to handle the task of lead generation.
Expertise and effectiveness.
Another reason as to why people hire third party lead generation companies is for their expertise and known effectiveness in generating business to business leads. Approaches such as B2B telemarketing, email marketing and appointment setting are things that lead generation experts have spent much training on and years of performing that their skills in the field are well-known enough to attract the eyes of businesses that need an edge in generating leads.
Lead generation companies spend tons of time on training their employees in their chosen method of acquiring sales leads for their clients that they develop their expertise to even higher levels, sometimes even to the point of which they are superior to a company’s in-house marketing department. As such, they become effective extensions of a firm’s marketing arm.
Choosing to outsource is not an easy decision, especially when you put your money on the line. However, these two reasons should help you see the value that choosing to outsource brings.