Welcome to our weekly Buyers Guide series where we share everything you need to know about specific business purchases, including the questions to expect and the questions to ask. Here’s how to choose the right prospecting & lead generation services for your business.
Prospecting and lead generation are central to the success of a sales team and sales operation, but they take substantial time and effort that could be better spent actually closing deals. For many companies, it is much more cost and time efficient to outsource your prospecting and lead generation to an experienced sales service. There are a variety of factors to consider when vetting a prospecting & lead generation service, so its import to ask the right questions upfront to ensure you are setting your sales pipeline up for success.
WHY YOU NEED A PROSPECTING & LEAD GENERATION SERVICE
The success of a sales organization lies in its ability to build a successful sales funnel. A large part of that is ensuring you have enough prospects and leads, especially at the top of the funnel. In fact, it’s estimated that only 25% of leads are legitimate and should advance to sales. This means that, at minimum, your sales reps should have 4+ lead opportunities per every closed deal they are looking to achieve. Researching and finding contacts takes substantial time and effort that you may not be able to afford. Outsourcing the daunting task of prospecting can free up substantial bandwidth for your sales team to focus on winning and closing deals.
WHY YOU NEED A PROSPECTING & LEAD GENERATION SERVICE NOW
High quality prospecting and lead generation services are experienced in sourcing and finding the right contacts. They have scalable systems in place to generate high volumes of prospects in limited time that your team could benefit from. If you are a small sales team or a sales team at maximum capacity, it may make sense for you to look at outsourcing the generation of your top of the funnel. If you find the right partner, the benefit of the service will very quickly outweigh the costs.
IMPORTANT PROSPECTING & LEAD GENERATION SERVICE CONSIDERATIONS
Not all prospecting and lead generation services are created equal. You want to ensure that they are accurate and systematic in their approach and delivering you highly qualified leads. This is why it is of the utmost importance to ask the right questions when considering any prospecting or sales service. We can help you identify the best service for your needs, budget, and sales goals.
Here are some considerations to take into account when vetting any prospecting & lead generation service:
QUESTIONS TO ASK OF THE PROSPECTING & LEAD GENERATION SERVICE PROVIDER:
- Do you have relevant experience? What type of clients have you worked with in the past? What are some success case studies you have that you are most proud of?
- What does pricing look like? Is it a contract or is it a per lead basis?
- What type of refund process do you have for incorrect contacts or bounced emails?
- What type of reporting and transparency do you plan to provide?
- What systems and software do you use?
QUESTIONS THE PROSPECTING & LEAD GENERATION SERVICE PROVIDER MAY ASK YOU:
- Who is your ideal prospect? What industry and vertical?
- What does your current sales process look like?
- How many appointments are you hoping to set up weekly?
- What type of communication flow do you want between us and your company?
- What is your budget?
Different prospecting and lead generation services have different pricing structures and compensation models. It can vary based on number of leads, depth of contact data needed, and how much of the sales process you are looking to outsource.
As mentioned above this largely varies based on pricing model and expectations. Determine what your business goals are and what your budget specifications are to determine which pricing model and contract terms make the most sense for you.
Ask to speak with businesses in similar industries, of similar size, and with similar prospecting and lead generation needs. If possible, try to find a client that they may not list as a reference to evaluate their work.
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