In-House vs. Outsourcing Lead Generation

Generating high quality leads is a great challenge for 7 out of 10 companies. You probably would want to consider outsourcing your lead generation when you hear that outsourced lead generation leads to 43% better results compared to in-house.

Let us see a small comparison between the two, which will definitely help you to know what should you be choosing.

In-House Lead Generation

In-house lead generation lacks a clear definition, it is a non-standard process and only is being usually performed need basis and occasionally. Often, the responsibility to generate leads is distributed amongst many employees, and there is no one person who is responsible for it. Let’s see with this arrangement what all can go wrong:

1. Lack of a Follow-Up: Most companies generate leads by going to conferences, trade shows, running webinars or other online/offline events where they meet representatives of different companies. But since there is no clearly defined lead follow up and lead nurturing plan hence most of these leads don’t end up with a sale.

2. Lack of Feedback: Most companies don’t have a dedicated lead generation team, so the responsibility is divided over different people from other departments. So there is a lack of communication between the departments which leads to the customer’s feedback going to not to the correct people for further action.

3. Incorrect Tagging: Lead generation is often a role that is looked down upon and hence the responsibility is given to the least experienced employees or freshers. Once they contact a person from a particular company they stop doing their deep research on the company and usually that person does not have authority to make decisions. The employees fails to realise this and stops following up to approach the decision makers which leads the opportunity being just lost in the air.

4. High Costs: If a proper lead generation department is set up by companies, which would consistently create touch-points with the prospects and generate leads, it would cost companies good amount of salary budgets and there are other infrastructural costs associated as well apart from the office space and employee benefits. Of course this does not includes cost of buying a good quality data around the decision makers.

Outsourced Lead Generation

Outsourcing your company’s lead generation to an external company means handing the responsibility to professionals that have the right knowledge and reaching out plans which includes dedicated follow ups.

All these efforts leads to increase the chances of converting leads to meetings. Lead nurturing is another added advantage that your outsourced lead gen partner can bring in which would help your prospect to keep learning and be educated about your offering on product, solutions, accomplishments through out the year.

Needless to say, this keeps your company name at the top of his mind with each touch-point. This would also involve sharing case studies and other wins that your company has achieved thus leading to forming a great image of your company and its services in their mindset.

Let’s see the other benefits of outsourcing:

1. Qualified Leads: A company that focuses only on lead generation will supply your company with only quality leads. Which means that you no longer have to meet prospects that haven’t expressed a clear need of the product/service you provide and who have the budget required to make the sale.

2. Multiple Channels: B2B companies uses variety of lead generating mediums and actively look out for more options to communicate with the prospects. This approach significantly reduces the risk of depending on only one channel of lead generation.

3. Follow-Up and Feedback: All the potential leads are properly followed-up until they become quality leads. The company uses a variety of approaches to make sure they are on top of things and follow a well thought out and structured plan before sending those high-quality leads back to your company.

In the hindsight, outsourcing lead generation is much more efficient and effective for small and medium enterprises as you get access to all skills at one place which includes data mining team, content writing teams and operational resource for sending emails along with follow ups.

This initiative will definitely save a lot of time, costs, will lead to increases Return of Investment, increasing your speed to market your product and solutions to maximum prospects and grow.

Happy Selling!!

By Rekha Jain

www.jetleads.io