It is fairly logical to outsource for B2B lead generation data, partly or completely. Most of the companies profit while using both, in-house and outsourced for lead generation.
So, if you are buying B2B leads for marketing purpose, then you are not alone.
The thought is simple and plain but then this requires investment. And it becomes difficult to show the marketing spend to the top executives. Lead generation is an investment and if you make a wrong one, you never going to see a considerable marketing ROI.
That’s why is it important to know what kind of leads you want and from whom you can ask from. It is important to set measurable goals to track the progress and keep accounting for percentage ROI.
It is most suggestible to define the type of marketing lead generation. Most CMOs agree with the fact the true plan of lead generation requirements is designed keeping measurable or higher marketing ROI in mind.
How to get the most ROI?
Now that you know your ROI goals it is important to set up a quality assurance process that ensures accuracy and sales-ready. Otherwise, the value for money doesn’t fulfil.
Also, consider the below practices to get better results.
- Clear Lead Requirements
Defined lead requirements help your lead generation partner take proper steps. Using channels, tactics, and content to for their research. This gives your company a baseline for measuring performance. If the received leads do not match your requirements, then it should be returnable.
Considering only 25% of B2B leads are fruitful, it is good to be picky. There are few ways to narrow your targeting audience. Below mentioned are 3 categories that help you do so:
- BANT: Budget, authority, timeline, and need. Don’t expect every lead to fulfilling all the four criteria.
- Firmographics: Basic criteria such as industry, job title, company size, and geographic location.
- Intent: Level of purchase intent or interest that can be deduced from web activity, downloads, queries, and explicit opt-in (sometimes).
- Seek Accurate Data
More than 60% of leads generated have poor quality. There can be duplicate entries, marked invalid entries, failed email addresses, no phone number validation, and black form fields. If you will try to run your Sales on this database, then expect your ROI to be a no-show.
This faulty database can result in awkward sales calls and inoperable number. At worst, you end up calling same lead multiple times or get notifications of tonnes of email failure.
To avoid this embarrassment, make sure your lead provider has high accuracy data, uses technology/resources to back them up, and a return policy to keep them answerable.
- Expand Lead Sources
There is much hullabaloo in the industry about the pros and cons of inbound vs outsource lead generation. Don’t let the market saints confuse you and focus on what can get you a better result.
The best lead generation companies make use of a variety of tactics, sources, and channels -email marketing, event marketing, tele-prospecting, content marketing, SEO, etc. This kind of variety gives you more options and precise outcomes.
- Pay for Quality
You always get what you pay for.
Outsourcing job for lead generation is definitely an additional expense in the marketing budget, but it requires to be worthy.
A lower cost per lead means you can afford number but the leads will be far off from your expectation. That means you need to invest further for more separation, segregation, and, segmentation.
More cost towards per lead may get you less volume but it will be more specific towards your requirement, interested in a product like yours, and ready to make a purchase.
When you set and achieve these goals, its only half battle won. Make realistic expectations and once your leads are delivered plan out the further course of the pitch, discard, and remarket.
AT HAMZAVI SOLUTIONS
- We deliver leads that match your requirements and fulfil your work commitments.
- Using innovative and unique techniques to procure leads helps in getting accurate data.
- Our experts with domain knowledge use variable methods and processes to deliver accurate leads that convert truly.
- We produce leads keeping your requirement in our mind and worth your money.
Hamzavi Solutions is a trending brand known for using its proprietary tools, unique and innovative techniques for delivering the best and exceed our clients’ expectations.
