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Questions to Ask when Considering Outsourcing to Lead Generation Companies

By Anika Davis Subscribe to RSS | May 24th 2012 | Views:

It’s just normal nowadays that numerous businessmen turn into outsourcing to b2b lead generation services companies as their channel on how to generate business leads. But as a smart entrepreneur, you don’t want to haphazardly spend hard earned money without knowing what to expect on your investment. Here are some things to take into account to assure a successful lead generation campaign.

The primary step is deciding what constitutes a business lead for you. Do you prefer the outsourcing firm to take the sales prospect further into the selling process? Or by simply providing the accurate contact information of a prospect may already be considered as a lead? Do you require the lead generation agencies to pre-qualify prospects prior to forwarding them as leads to you? And how about when it comes to booking business appointments on your behalf, will you require them to schedule the specific day and time, or will you prefer your own sales team to be only provided with the contact details in order to arrange their own business appointments?

And how about on your side? You have to make sure that you do your own share in terms of defining your own contributions. Will you give any sort of training to the staff of the outsourcing agency? And how about the telemarketing scripts? Will you be the one to provide for them? Or would the outsourcing firm’s professional telemarketers would have to craft it on their own based on their experiences and see what will work well for your market offerings.

Then, just as important aspect in outsourcing lead generation services is delineating the lead distribution process in order to guarantee a favorable lead generation program. Will a weekly Excel report suffice to forward the b2b leads to you? Or would you allow them access to your CRM (Customer Relationship Management) program? Communication all throughout the program is highly important in order to guarantee the chances of success on your outsourced business to business lead generation campaign. It’s in your discretion if you require the information be delivered to the sales management for a follow up, or would you need it to go straight to the sales personnel. In addition, you may also require updates as they happen by reminding the outsourcing firm to give you every sales lead in a single email.

All those questions should be dealt with and answered in advance if you want a thriving outsourced lead generation campaign.

Once you have resolved all these things, it’s now ripe to look around for the best outsourcing firm there is to serve your needs, in accordance to your budget. There are some outsourcing agencies which work only on commission basis, whilst others may also work for a fee, although there are other companies which use a combination of these. Whichever company you choose, decide well and be sure to gather some feedbacks from references prior to signing under the dotted line for a long-term business contract.

In the end, it’s still a decision you make in making that investment yield positive results.

Anika Davis - About Author:
Anika Davis is a marketing executive for Leads and Appointments. And has a proven track record in helping b2b companies generate qualified sales leads through telemarketing, search engine marketing and email marketing. Find more lead generation tips and how to's at

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