It just doesn’t matter what kind of business you are holding, the crux is to draw more and more customers towards your brand. Before a prospect becomes a customer and starts supporting your revenue stream, there is a chain of onerous efforts behind.
This arduous task is known as lead generation and is done by proficient B2B telemarketing companies. There are basically two ways to generate leads for your business; you can institute a robust telemarketing team inside your premises only. The second way is to outsource the lead generation services to an accomplished player in the domain.
Around 60% of enterprises and 45% of SMBs are delegating the lead generation service from deft BPO companies. Now, let’s see what is lead generation and why is it so difficult to manage in-house.
Why is lead generation considered tough?
If we contemplate at the endeavors that are needed to devise and propagate numerous sources for leads it will be clear that every medium needs its own tactic and uniform upsurge. While it is almost considered as the eventual bottom line for the demand generation division, the overall process is still quite stagnant, slow, and painstaking.
With so many organizations and enterprises now moving towards lead generation outsourcing, it becomes quite natural to ask: “How does it happen?”
Remember that not all B2B telemarketing companies offering lead generation service give away similar insights. It varies from firm to firm. We will now dive into the set of attributes that most of the BPO companies offer to their client.
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i. Database marketing
The pivotal USP of the lead generation firms is to provide the marketing staff of their clients an extended reach. A competent BPO possesses a humungous database of business and professional information. With the help of this data, a lead generation agency is empowered to aim and optimize the marketing campaigns on an apex level.
Hence, lead generation companies are known to run customize campaigns utilizing a wide array of norms that convert into precise targeting. Conventional inbound efforts used to generate a blend of chances and then utilize tactics such as lead nurturing to gather the information required to seek leads that match the ideal buyer characteristics.
These B2B telemarketing companies preserve their database that is crafted utilizing a plethora of sources such as telecom providers, print, digital, public records, telephone interviews and trade publications.
ii. Content association
As seen, database helps the BPO companies to look for warm leads but what actually transform these leads into loyal customers?
Incomes the content association. The process where content is being pushed to numerous channels so as to elevate the brand awareness and direct traffic back to the website.
Conventionally, this was done by picking up the already published write-ups from your website and tying up with other blogs to share them. Another common method is RSS feed. The business owners ensure to put up write-ups on RSS feed hoping that big websites would find their content intriguing.
Still, publishing the content on the partner’s site does not solve your purpose as there is a long distance your leads have to cover to become your customers.
Proficient lead generation agencies may utilize some of the discussed tactics or they would utilize the email to spread your content to their vast network of businesses. Owing to the robust data infrastructure, each of the email campaigns gets hyper-targeted. Email is still considered as one of the most impactful methods to generate leads for business.
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Although telemarketing is seen from a very atrocious sight, when it comes to B2B, the things are not so bad. Adept B2B telemarketing companies instead of tracking the consumer’s interest on the basis of regional and demographic information, utilize firmographics data to acquire much better leads.
The telemarketing objectives can differ from one firm to another, but the eventual bottom line remains same: To fix appointments for conversions with your sales staff.
iv. Lead Nurturing
The above-mentioned tactics i.e. telemarketing and content association are outbound business strategies. Apart from this, BPO firms launch inbound campaigns in order to nurture the leads right from the top of the funnel to the bottom where purchase happens.
The insight of the nurturing tactic is still not clear as telemarketing companies may utilize these practices as a way to generate leads. These leads are then offered to the clients of the BPO companies.
The discussed tactics are known to offer the businesses with a robust framework that helps in identifying the range of services these companies hold prowess in. Keep a standard benchmark for the calculation of ROI and assess the outsourcing company’s ability to match with your business requirement. Thanks!