At some point in time, when a company is growing it needs leads to survive in the market. That’s when you need to choose a “Lead Generation Service” in order to generate leads.
Today, we’ll help you with how to pick a lead generation service for your business in this article.
How Does “Lead Generation Service” Work?
A Lead Generation company sells qualified leads to businesses that are looking to purchase leads. Generating leads requires a lot of experience and work so many companies look to outsource their leads and that’s where these services help.
Basically, a lead generation business is a broker between their clients and people who match their clients’ ideal customer profiles.
A lead gen company will normally offer a number of services such as;
- Database marketing
- In house marketing teams
- Databases of businesses and professional information
How Do Lead Generation Companies Get Lead?
A lead generation company gets leads is by content syndication mostly. They usually drive your content to other channels to increase your brand awareness and drive traffic to your site.
This could be by blogs, videos, RSS feeds, emails, etc. Emails are mainly focused on pushing content to a large number of audiences. Each email is then hyper-targeted and this is one of the most effective ways of generating new leads.
As we all know this method had a somewhat bad reputation; cold calling and emailing may also be used but in B2B marketing they will also use firmographic data to better target leads.
Usually, a company uses a variety of tactics to gather new leads such as;
- Social media marketing
- Online advertising
- Optimization of landing pages
- Boosting traffic to your site and helping gather your own leads
Social Media Marketing:
Social media marketing involves gathering targeted audiences as leads through social media. Social media marketing might include; content, videos, pictures, advertisements, and hashtags as these are the ways that attract a user/viewer browsing on social media.
We have talked about ‘social media marketing’ above, which is a part of online advertising. Online advertising includes many other methods, such as;
- Website Marketing
- Search Engine Optimizing
- Content Marketing
- Affiliate Marketing
- Mobile Marketing
Optimization Of Landing Pages:
Landing page optimization (LPO) is the process of improving elements on a website to increase conversions. Landing pages lead customers to a specific product, service, or offer and encourage them to take action.
This is your opportunity to create conversions and build your customer base.
Boosting Traffic To Your Site And Helping Gather Your Own Leads:
First, you need to optimize and boost your website in order to generate the targeted traffic there. You’ve to optimize your landing page and greet your users with it.
Promote your site with digital ads and content. Drive traffic through emails to your site.
Engage your audiences on social media.
Type of Lead Generation Company:
- Major Account Lead Generation: Agencies that focus on complex-sale B2B solutions with long sales cycles and multiple decision-makers
- Small Sale Lead Generation: Lead generation companies that help find potential customers for smaller purchases (typically having a $10,000 price tag or less) with shorter sales cycles and simple decision-making processes
There Are 2 Types Of Lead Generation, such as:
- Inbound Lead Generation: Agencies that generate leads by creating content and carrying out “pull” marketing activities that attract prospects toward your website or online presence
- Outbound Lead Generation: Agencies that rely on targeted outreach channels like email, phone calls, direct mail, PPC, etc. to generate leads
Now, let’s talk about the things that we all should consider while choosing a “Lead Generation Service.”
What You Should Consider When Choosing a Lead Generation Company:
- Range Of Lead Generation Services
- ICP And Buyer Persona
- Quality To Quantity Ratio
- Data Enrichment And Lead Qualification
- Expertise, Experience, And Reputation
Range Of Lead Generation Services:
Research on the “Lead Generation Services” available near you. Find out what selection of options are they providing. A lead generation company offers a lot of different services catered to different companies according to their demand. The multidimensional approach is the most efficient.
An effective, professional B2B lead generation agency will be able to craft a strategy just for you and your needs. For that, they will need to have a detailed description of your perfect customer base.
ICP And Buyer Persona:
An ICP (Ideal Customer Profile) helps you pick companies and decision-makers that will be a good fit for your business. A buyer persona is a way that helps your sales team to understand your potential customers and build substantial engagements with them.
They both are interlinked with each other.
If you don’t have an ICP and a BP, a professional lead generation company will work with you to build these two strategy guides. The company will help you manage and maintain these strategies for achieving a better result.
Quality To Quantity Ratio:
A business always needs high-quality leads. When you’ll start your business, at first you will get lots of leads offered to you at a low price but always be careful while accepting them as it might waste your time and money.
That’s where a lead generation service will step in. They will sort the leads out for you.
We always suggest that when gathering leads, you should always cross-check if the leads are active or not. Lead generation service companies offer targeted human-driven research which is the best thing out there. It has the best quality, up-to-date information, and a higher accuracy rate. It takes more investments and time to craft a lead list, but a higher return on investment.
Whichever lead generation company that you choose will represent your brand, so it’s worth taking the time to find the best quality to quantity ratio.
Data Enrichment And Lead Qualification:
Make sure your selected lead generation company helps your business improve its data and lead qualities. It’s a gap that should be filled in properly in order to gain customers.
Once your data is ready, it has to be qualified. No matter how much data on a prospect you have, qualifying a lead can be done only through direct communication (email, call, social media, etc.). A person is contacted by an SDR/BDR, who will find out the answers to your specific qualifying questions. If your lead is qualified, the meeting can be set up, and the deal can be worked and closed by your Sales Executives.
Expertise, Experience, And Reputation:
Choosing a lead generation service can be a difficult task. We suggest you should always do your research well enough before going into a commitment.
Always check their website, certifications, partners, users, and their employees to gain information on them and how they work. Once, you’ve been satisfied knowing their expertise, experience and reputation then it’s a green signal to go.
To Wrap It Up:
We have discussed what are the things to consider when choosing a lead generation service that will be useful for your business. We hope, that if you follow this article you will at least have some knowledge before taking a step in selecting a lead generation service/company.
Thanks for being and reading with us. We wish you all the best!