Lead Generation Services: A Selection Check List
Using lead generation services are often the only way a young firm for small business can afford to have a sales force. Some people are put off by the idea of being obligated to a contract. But unless your current staff has almost unlimited time available, this is the only way to have a sales presence in the market.
Lead generation services are not, however, the right alternative for every company. Some executives will not give up control over every aspect of the sales team’s interaction with prospective customers.
Deciding to use lead generation services is generally a balance of cost, image, control, immediate need and other commitments.
The most important matter for many companies is the number of services available and how they match the needs of the company. There is a clear difference between B2B lead generation and B2C lead generation. The majority of the companies found in most online business directories tend to focus on B2B leads.
Lead companies offer an array of services. Some offer more breadth, some more depth. But most companies provide the following lead generation services:
— provide a list of leads for you to follow up on
— Follow-up with people who make inquiries
— qualifying leads
— Analysis of customer needs and desires
— Use of telemarketing to find or qualify leads
— use of direct mail to identify leads
— Managing leads through conversion and first sale
— building customer relationships
— cross selling
— up selling
— Customer referral solicitation and management
In choosing lead generation services it is often possible to begin with only services needed immediately and then add others as business growth warrants. You should also keep in mind that business to consumer lead generation is notably different from business to business lead generation. The nature and complexity of the sale is a critical consideration.
Lead generation services can be a good way to handle sales for some companies. Sometimes this is the only way a company can afford a sales force. Lead generation services can also be very helpful when a new product is introduced to the market.
It goes without saying that you should do your due diligence when selecting a firm that will represent your business or practice. Treat the decision with even more scrutiny than hiring a new employee.
If you are a small business owner or professional and want to learn more about lead generation, view the free video, “How Article Promotion Can Send 25,000 New Prospects to Your Site Each Month – For Free.”
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