Let us face it. Lead generation can be a very complicated art. In fact, this complexity makes generating B2B leads more of a science. You will need to form some process in order to effectively perform the lead generation campaign. Now, for those who are looking for a viable means to generate qualified leads, they will need to hire the services of a good lead generation company.
This is where the interesting part comes in. If you, the entrepreneur, is looking to hire the right lead generation company, then you will need to know what they plan for your campaign. Examine their process so that you will know if these firms are really capable of what they say. This is especially true when telemarketers are involved, since a poorly delivered lead generation campaign can derail you from your marketing efforts. Knowing how telemarketing companies plan to do the work can help you in the planning process.
Some things that you have to consider about their campaign are:
1. Setting up the campaign objectives – most of the lead-generation campaigns organized aim to achieve positive results, based on the number of B2B leads expected, the level of qualification, the time needed to generate them, the cost, their conversion rate, the profits these leads generate, and the cost of the campaign.
2. Analyzing and selecting the campaign targets – the degree in which you decide the size of your target market will define the level of results of your campaign. Remember, the more well-defined your target market is, the higher the rate of results you get. It will be great if you can use your current customers, since they will respond better than simply cold calling new prospects. Besides, companies have realized that they can get more business opportunities in their lead generation campaigns through their current markets. This is not cold prospecting, technically speaking, since the goal here is to find nuggets of opportunities from their existing markets. This is just an effort to generate new business leads and customers to keep your business running.
3. Selecting the medium of campaign – yes, it is true that telemarketing is used in the campaign. But that should not be the sole medium of support. For a more effective lead generation campaign, it would be to your advantage if the firm you hire also uses social media marketing, search engine optimization, and direct mailing. Telemarketing can be used as an affirmative tool to emphasize all this. Aside from these models, your lead generation firm can also use trade shows, web mailing, and referral marketing. If an inquiry is what you need, telephones and e-mails would do, owing to their affordability and coverage.
4. Developing a message platform – what you say to your audience about the benefits of your product or service will serve as the platform. The success in your lead generation campaign will depend on how you craft your platform. The simpler your message is and the more focused you are in a single, strong benefit from what you offer, the higher the response.
5. Developing the campaign offer – creating an attractive and motivational campaign offer is perhaps the most important stage in the marketing campaign. you will need to motivate your prospects to take action. To do that, you mill have to make sure that your presentation will really pique their interests. Motivating your prospects can help facilitate a deal.
6. Create proper communications – copywriting plays an important role in communicating with prospects. In here, you can share with prospects what your product or service is all about. It would be great if your lead generation company also employs a copywriter with B2B writing experience
7. Create fulfillment materials – once you have your prospects attention, then it is time for you to send them the reference materials that they will need to know more about you. Remember, speed is an important component here. Hot leads tend to have few competitions for you, so you should take the initiative. If you get an interested prospect, reply within twenty-four hours by calling them or sending printed materials. If you are using landing pages or your company website, then it must be instantaneous.
8. Following up the lead – this is the next step in the lead generation process. Following up with your prospects will help you identify if they are truly interested in doing business with you. In this way, you can tell if you should proceed to deal with them, or is it the time to move on to the next one. You will have to nurture these prospects. You can use various mediums to keep them engaged and interested in what you offer them. You can get good deals this way.
Take note of these lead generation processes, and you will know if the lead generation company you hired can do the job. This is just a guide, and there are more things that you can add, but as long as you follow these, you will never go wrong with it.
This is where the interesting part comes in. If you, the entrepreneur, is looking to hire the right lead generation company, then you will need to know what they plan for your campaign. Examine their process so that you will know if these firms are really capable of what they say. This is especially true when telemarketers are involved, since a poorly delivered lead generation campaign can derail you from your marketing efforts. Knowing how telemarketing companies plan to do the work can help you in the planning process.
Some things that you have to consider about their campaign are:
1. Setting up the campaign objectives – most of the lead-generation campaigns organized aim to achieve positive results, based on the number of B2B leads expected, the level of qualification, the time needed to generate them, the cost, their conversion rate, the profits these leads generate, and the cost of the campaign.
2. Analyzing and selecting the campaign targets – the degree in which you decide the size of your target market will define the level of results of your campaign. Remember, the more well-defined your target market is, the higher the rate of results you get. It will be great if you can use your current customers, since they will respond better than simply cold calling new prospects. Besides, companies have realized that they can get more business opportunities in their lead generation campaigns through their current markets. This is not cold prospecting, technically speaking, since the goal here is to find nuggets of opportunities from their existing markets. This is just an effort to generate new business leads and customers to keep your business running.
3. Selecting the medium of campaign – yes, it is true that telemarketing is used in the campaign. But that should not be the sole medium of support. For a more effective lead generation campaign, it would be to your advantage if the firm you hire also uses social media marketing, search engine optimization, and direct mailing. Telemarketing can be used as an affirmative tool to emphasize all this. Aside from these models, your lead generation firm can also use trade shows, web mailing, and referral marketing. If an inquiry is what you need, telephones and e-mails would do, owing to their affordability and coverage.
4. Developing a message platform – what you say to your audience about the benefits of your product or service will serve as the platform. The success in your lead generation campaign will depend on how you craft your platform. The simpler your message is and the more focused you are in a single, strong benefit from what you offer, the higher the response.
5. Developing the campaign offer – creating an attractive and motivational campaign offer is perhaps the most important stage in the marketing campaign. you will need to motivate your prospects to take action. To do that, you mill have to make sure that your presentation will really pique their interests. Motivating your prospects can help facilitate a deal.
6. Create proper communications – copywriting plays an important role in communicating with prospects. In here, you can share with prospects what your product or service is all about. It would be great if your lead generation company also employs a copywriter with B2B writing experience
7. Create fulfillment materials – once you have your prospects attention, then it is time for you to send them the reference materials that they will need to know more about you. Remember, speed is an important component here. Hot leads tend to have few competitions for you, so you should take the initiative. If you get an interested prospect, reply within twenty-four hours by calling them or sending printed materials. If you are using landing pages or your company website, then it must be instantaneous.
8. Following up the lead – this is the next step in the lead generation process. Following up with your prospects will help you identify if they are truly interested in doing business with you. In this way, you can tell if you should proceed to deal with them, or is it the time to move on to the next one. You will have to nurture these prospects. You can use various mediums to keep them engaged and interested in what you offer them. You can get good deals this way.
Take note of these lead generation processes, and you will know if the lead generation company you hired can do the job. This is just a guide, and there are more things that you can add, but as long as you follow these, you will never go wrong with it.