Why You Should Outsource Your Lead Generation
What is Lead Generation?
Lead generation is essentially about attracting people to your business and then encouraging them to become leads by taking an interest in your product or service.
Simply put, potential leads are drawn to your business because you are providing them with something they find interesting. Once they make an inquiry, a contact or any form of link with your business, that person becomes a lead.
Each lead is then nurtured through a marketing and sales journey which ultimately leads to them becoming full paying customers at the end.
Leads can come from many places, including through Internet search, advertisements, social media, referral, events or other traditional marketing methods.
However, lead generation can help you to target the right customers for your business, at the right time.
For example, imagine an advertising campaign on the side of a bus. Many people will see the ad on the bus as it travels on its journey.
They may even react to it by telling their friends or the campaign may stick in their heads long enough for them to follow it up later online.
However, it’s a completely random selection of people. Not everyone will be interested. In fact, most people will have absolutely no interest in the business on the advert.
Hence there is a limited response to the advertising campaign which may have cost a lot of money.
So how do you target people who are more likely to be interested in your business?
Now this is where lead generation comes in.
Why Is Lead Generation Important?
Maybe you don’t think your business is at the stage where you need specialist lead generation support. However, lead generation is incredibly important if you want your business to grow.
By increasing your leads, you can increase your brand awareness and interest in your products and services, and ultimately, increase your sales.
There are many more benefits. Simply put, the more people who show an interest in your business, the more likely you are to convert some or lots of them into customers. Thus increasing your sales.
Furthermore, quality lead generation enables you to attract quality leads. For example, you may have an advertising budget and choose to pay for a certain amount of advertising campaigns per year.
But who do you advertise to in particular? If it’s a campaign aimed randomly at anyone, you may find that it doesn’t attract many new leads, even though you’ve spent a lot of money.
However, with quality lead generation, you can entice the exact customer you are trying to attract.
Hence even if your targeted campaign attracts a smaller amount of people, they are more likely to be interested in your business in the first place.
Therefore, becoming qualified leads who are more likely to convert into paying customers.
What Does Lead Generation Include?
Lead generation is not a simple process most of the time. It can be labour intensive. The main aim is to get your business and product in front of people who are more likely to convert into customers.
To achieve this, lead generation experts go through a multi channel approach of networking, offline and online communication, building lists from many sources and communication with social groups.
They start to put together a list of people who are interested in your business and make connections with you across the different platforms you are on. From your website, to marketing events, social media to traditional advertising.
With this data, you can start to qualify your leads and find out who is more likely to buy from your business.
Then, you nurture them through the process, with valuable and relevant content along the way, until they choose you out of any other business in your industry, to make a purchase.
And it’s not finished yet. The next stage is to look after that customer so they return to your business again, which means building up their loyalty and providing excellent customer service.
An expert team will follow up on clients and get feedback which can provide you with more excellent data in order to target more new leads.
What Is Lead Generation Outsourcing?
With this in mind, why should you choose to outsource your lead generation. Couldn’t this be done inhouse with a marketing and sales team?
Well, you can try different methods to attract new leads to your business. But do you have the time and the expert knowledge?
Meanwhile, if you want to raise your business growth to the next level, then outsourcing your lead generation is crucial.
It means that you can get an external company to do all the work. So they can perform a wide range of lead generation activities on your behalf, saving you the time and effort.
For example, there are many different methods of lead generation. From traditional methods, including cold calling, product promotion, newspaper adverts, billboard advertising and events and networking to digital methods. Which can include website lead generation, social media, SEO and PPC advertising.
Lead generation is not quick and easy. You need to put in the effort to get the reward. Do you have the time to create useful and relevant content on a regular basis? Content that has something of value to offer the customer and will stand out among the competition?
Can you spend time cold calling people to see if they have an interest in your business? Can you analyse the data you have so far and create lists of useful qualified leads to follow up on.
Lead Generation Statistics
If you are still debating whether or not to pursue lead generation and outsource it to an expert, here are some statistics for you.
1. Only 4% of website visitors are ready to buy.
Therefore, you need other ways of attracting or engaging their interest before they disappear to a rival company or give up on their purchase altogether.
This means you need to come up with ideas to keep engaging with these people regularly, so that when they are ready to buy, they come to you and not someone else.
Obviously you want to capture the 4% who are ready to buy, but what about the rest? How can you convince them to choose your business?
2. 88% of B2B marketers use content marketing as a lead generation tactic
One of the ways you can continue to engage with leads is through providing quality content. Useful information you can offer a person in exchange for their details.
By handing over a contact, this person then becomes a lead because they are showing an interest in the content you are providing.
Therefore you can continue to nurture them through to a point of sale by using valuable content.
3. Marketers who follow up on leads within 5 minutes are 9x more likely to convert them.
Imagine a potential lead is interested in your business and makes contact. Traditionally, a person can call a business directly and expect a prompt reply.
Even if they have to wait for more information, there is someone on the other end of the phone almost immediately.
Online, they might contact you through email, your website or even leave a comment on your social media page. However it’s done, time is of the essence and you need to reply as soon as possible.
The leads who contact you today may not be immediately ready to buy. However, if you are the first to speak to them and offer your services, you can build a rapport that will stay in their minds.
Moreover, it’s a great opportunity to show them your excellent customer service skills and make a great first impression.
4. Marketers who prioritise blogging efforts are 13x more likely to see a positive ROI
The way you produce content is going to be vital to the growth of your business. Blogging is another method of creating valuable content.
You can generate new leads through organic traffic, in other words, people who find your blog and follow it.
When it comes to blogging, you want to build a strategy of how often you blog and what about.
Furthermore, you need to write a list of specific keywords that you want to rank for which will make it easier for people to find you in search engines.
Why Choose To Outsource Your Lead Generation?
So why choose outsourcing? As well as the points mentioned above, by outsourcing your lead generation, you can save yourself time and effort that can be better spent on running your business.
For marketing and lead generation to be effective, it needs to be creative and engaging.
Lead generation is not an easy process, despite how it may come across from a professional company.
It takes expert technical and marketing knowledge to target the right people who will convert into customers. As well as the time and creativity to engage potential customers through providing regular and relevant content.
Moreover, professional marketing teams keep on top of the latest technology and trends.
There are many ways to attract new leads to your business, some are straightforward, others take more time. Can you say that your business is on top of the latest technology to achieve new leads?
Ultimately, you may not see the hard work that goes into generating new leads by a professional agency. However, if you outsource your lead generation, you will start seeing incredible results.
Therefore as a business owner, you can reap the rewards of the lead generation process almost immediately.
5 Reasons To Outsource Your Lead Generation
Here are 5 reasons why you might want to choose to outsource your lead generation, rather than take it on yourself.
1. A professional lead generation company has access to a wealth of databases. It means they can target a wider audience for you, who are still relevant and within your ideal buyer’s persona.
Hence you can reach more potential leads than you could do by yourself. Ultimately, a lead generation company is constantly refreshing its databases to make sure its only full of responsive and willing leads.
You won’t be wasting money on random advertising or throwing out a wide net in order to catch a few leads. Instead, you will be gaining willing new leads who are just waiting to hear about your business and what you can offer them.
2. Staff within a lead generation company are all experts and fully trained. This means you don’t have to spend your money and resources on training your staff to use lead generation practices.
3. Outsourcing your lead generation allows you to set your sales team up for success. Essentially, you will be handing over a number of qualified leads to the sales team.
Hence they can nurture the leads and close the sales, rather than spend time working on a large group of people who may not ever go any further with your company.
4. Is there anyone in your current team who is an expert in lead generation? No? By outsourcing to an expert, you can let your team get on with what they are good at.
From developing new product ideas to providing a service with high levels of customer expectation. There’s no need to take staff away from the core practices which helped you to launch your business in the first place.
Lead generation is about growing your business even further, but not to the detriment of other services.
5. Professional lead generation companies are obviously good at what they do. You are paying for a service from them too so you can expect a good return on your investment.
Lead generation experts have the appropriate skillset to do the best job because they are paid to do sales lead generation every day. It’s not an ‘extra’ or additional part of their work.
Lead generation is their job. Therefore, it’s worth investing in.
In-House v Outsourcing
Outsourcing can help relieve some of the pressure from your team, particularly if you are finding it a struggle to reach deadlines, or you don’t have enough staff to cover lead generation too.
However, obviously it also means you are working with a different company and it’s a financial investment, so you need to have a good working relationship with an external service.
Therefore, it might be worth thinking about if you would like to outsource all your marketing, and lead generation, to a professional expert company. Or, you might want to keep some tasks in-house and outsource others.
Some people prefer in-house lead generation because they believe that their staff know the product better than the outside world. However, if you are not experts in lead generation, it can take up a lot of time.
Remember that your staff will be more productive if they can focus on the work you hired them for. It will take some time and investment to learn the techniques of lead generation in-house.
Perhaps your staff don’t have to time to spend on extra phone calls for lead generation.
Hence, you can hand over the work to an expert company like FHG, who know what they are doing and can deliver results quickly to help grow your business.
Then, you will have qualified leads dropped onto your desk, so to speak, who are all truly interested in your product. A gift for your sales team to follow up.
How To Choose A Lead Generation Company?
What should you look out for when choosing a lead generation company?
Firstly, do they have your product at heart? Can the staff provide you with a personal touch and treat your business as the unique company that it is?
Moreover, can you understand how they achieve leads within the budget you have? And can they provide you with excellent testimonials from other clients.
Ultimately, if you have chosen a lead generation company already and you have used their services for a time, can you see an increase in quality leads? Is there a good return on your investment?
Choosing FHG is a great option if you would like to outsource your lead generation. Staff at FHG devise and utilise the most effective strategies for your business, in order to maximise interest levels.
Then, from an increased level of interest, they can start to generate quality driven leads with the highest possible conversion rates.
To start with, FHG will work with you to understand your business, what makes it unique and to understand your needs. Then, the team will create a tailor made marketing strategy to get the most effective return on your investment.
Your business is different to any other, therefore your lead generation strategy will be created exactly to fit your business.
You will gain a solid plan to keep your leads organised, updated and informed about your products and services. Essentially, the team will help you to say the right things to the right people at the right time.
Furthermore, you can gain customer loyalty simply by responding quickly to the leads presented to you by the team at FHG.
As mentioned before, if you respond quickly, you will be at the forefront of your customer’s minds and can convert customers before your competitors notice you’re ahead.
FHG provides several lead generation services including:
Digital Lead Generation
Digital, or online lead generation requires an elaborate range of campaigns, techniques and strategies, all of which differ for each individual platform.
It’s important that they know how to compliment each other, from your website, through to social media and paid search. FHG can tie it all together for you.
PPC Lead Generation
Search engine advertising can place your brand, products and services in front of potential customers who have never heard of you.
People who may be looking for your competitors, or trying to find out what they should buy and where to buy it from.
The goal of a PPC campaign is to get people to visit your website instead of your competitors’.
B2B Lead Generation
SEO campaigning is the top resource for capturing business leads.
Your website then performs better in the search engines and starts to facilitate more intelligent and rewarding email marketing and social media campaigns.
Facebook Lead Generation
Did you know there are over 40 million Facebook users in the UK alone?
FHG can target individual user groups with highly effective visual marketing campaigns to generate interest.
Twitter Lead Generation
With over 15 million users on Twitter in the UK, this isn’t a platform you can ignore.
The goal of using Twitter is to create a share-of-mind and develop desire for the products and services you offer.
In summary, if you want your business to grow, then lead generation is a critical element in your overall business strategy.
Furthermore, if you want to do it well, and you haven’t got enough time to spend on lead generation, then you need expert help.
So if you are looking to outsource your lead generation, then contact us today to see how they can work with you to help your business grow even more.