Business is a game of ‘’survival of the fittest.’ Well, everything is! But in business it’s more about the race and the pace, both. If you are not creating new opportunities for your business, after some point in time, your survival will be in question. And like in daily life, in the end, it’s all about the meals that you eat. Similarly, in the business, it is all about the new leads you generate and the prospects you convert.
Some businesses try to conduct lead generation by themselves as they do for other aspects of the business. While most hires lead generation companies since it provides you with experience, expert assistance. On the other hand, you can focus elsewhere, generating fresh ideas and better ways to handle the process.
But this choosing a client acquisition company is not a small decision, it is going to impact your revenue, sales and ultimately profits. There are a plethora of companies, in the industry that claims to be the best. But which among them suits your niche the best? Fret not, here are some pointers to help you make the right choice:
Quality comes before Quantity
Quantity is important, but it can never surpass the materiality of quality. Why? Simple, when the focus is around quantity, then you try to get as many leads as possible. In the process, most of the leads are of low quality. This way, you can acquire a lot of leads, but the majority of them fail to convert to sales. You end up wasting time, money and resources and of course don’t forget the negative or zero RoI. Potential for sales lies majorly on quality leads. When you focus on quality, you tend to find people who are ‘nearly there’ to make the purchase. However, as it’s said ‘Excellence comes when we balance quality and quantity.’ So, a lead generation company who gives you the most quality leads will be your best bet!
‘How they work’ is important
Before you make the final hire, it’s extremely important to know every step of their mechanism for functioning like, how do they get customers, how do they qualify them, everything. Although some companies might have strict terms and conditions about privacy due to competitive strength, try and extract information about everything else that does not qualify the T&C list. If they get customers by a telemarketer, then there are more chances that they measure success in the number of leads, which you do not want. Instead, look for a company that employs creative content to market and bring leads. This would generate more quality leads. Similarly, the efficiency of ‘how they qualify the leads’ will decide the measure of ‘whether the sale will happen or not!’
Experience Counts
It is not just the approach that matters, it is the experience too. In fact, a significant number of companies consider experience over approach. But does it mean company’s who has just kick-started, will not be as good as the one surviving since the past 5 years? No, that’s not what I meant by experience. Measure experience by looking at the overall company, not just the years of service. Check whether the employees of the company have the relevant experience or not. Hire a company with employees having more than 5 years of experience. So that way, a new company with experienced employees is a better pick than an old company with newcomers. Also, keep an eye on the list of clients the company has served in the past. If you find a niche similar to yours, with the specified experience, what else do you want?
Achievements are bonus
In the corporate world, certifications and badges specify their achievements and influence in the industry. Although one does not compulsorily need any certificates to work as a lead generation company, it shows how one company is superior to the others in achieving results and work mechanisms. A badge or label you could look for is that of “Google Partner.” As the name suggests, the badge is earned from Google, to manage Google ads and other services offered by them. It is one of the most sought-after certifications in the industry of lead-generation. And guess what, these badge holders are given special training, that in the end will serve YOU with high-end solutions. However, the chances are very less that the company has it in store for you. So, it’s always wise to either check or ask them directly about their certification’s history.
Additionally, you should also check online reviews of these companies. Websites like Clutch can provide you with a better idea of what the clients have to say about them.
These tips will certainly give you a better hold on the process of ‘how to choose the right lead generation company for your business’.