Outsourcing Lead Generation
All too often new and growing businesses falter because they do not have the infrastructure in place to manage sales growth. The task of identifying and tracking future customers can be a daunting one. You have the perfect product or service and a fully trained sales team who know your business inside and out. They know it so well that when they talk to someone who is interested they can close one in four opportunities.
It takes around 15 minutes for them to explain your product in sufficient detail to each person; so on average they can make approximately 4 calls per hour. You may think that that would lead to approximately 8 sales per day, BUT, in reality only one person in every 15 is actually interested in hearing more about your product.
The conversion rate drops now to one in 60! With a sales team of 2 you would convert one sale per day.
Increasing your rate of success
The main issue here is that your sales team are wasting a lot of time in talking to people who just are not interested when really they should be using their expertise in closing deals with those who are.
So what can you do? Outsourcing your lead generation can be a major part of the solution. This approach has a number of advantages, not least allowing you and your team to focus on what you do best. Just think about some of the areas you would no longer need to invest in:
COST The cost involved in outsourcing your lead generations is significantly less than having your in-house team do the work or even than employing someone specifically to do lead generation in-house. When considering what it would cost to take on someone you have to take into account not only the salary but taxes, benefits, annual leave, the cost of supervision, advertising, interviewing and training, equipment, software, cost of calls etc
TRAINING Training people to make cold calls to get qualified leads without spending too long going into too much detail can be hard. You and your sales team have the expertise required to close the deal, but this level of knowledge is not necessary at the lead generation stage. Gaining qualified leads can be done with a basic knowledge of your product together with great experience of the task in hand
SUPERVISION Outsourcing your lead generation removes the need for supervision. The telemarketing company will manage the whole process from database generation through to appointment setting – all you have to do is turn up at the meeting!
TIME Lead generation is time consuming. Outsourcing your lead generation allows your sales team to focus their efforts on closing the deals
Choosing a company for lead generation
When thinking about selecting a company for your lead generation you need to be confident that whoever you choose will represent your company in a professional and positive way. You want people who know how to get to the decision makers.
You should also look for a tailored service and not a call centre approach. An experienced voice representing your company can make all the difference in hitting your sales targets. A good telemarketing company has to be sensitive to your business objectives. They work WITH you to increase you sales and as such should be regarded as part of your team.
If this scenario rings any bells for you then please do get in touch
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