Lead generation is big business. So much so that lead generation companies selling lead generation services or actual leads themselves have proliferated. But how important are b2b lead generation services? Read on.
Email marketing leads are generated by simply researching the name of a person and his email address. It’s pretty simple stuff, really. Telemarketing, however, is not so simple especially if the goal is to generate qualified leads that can be used for use by other businesses, including other telemarketers. But in today’s market, lead generation is big business. So much so that lead generation companies selling lead generation services or actual leads themselves have proliferated. But how important are b2b lead generation services?
Lead generation is the first step in the marketing and sales process. This is the phase where all businesses in a particular area are identified, their contact info is verified and they are classified according to their potential need. In generating a lead, researchers must first acquire every business name and address that they can find in a certain place and enter them into a list. Then, contact info like the company’s name and address, as well as the point of contact’s name and email, are verified. At this point, the leads are now ready to be used, either to be sold to telemarketing companies or be used by the lead generation company itself, if it provides appointment setting services as well.
Not every lead is useful for a particular campaign. An IT telemarketing campaign cannot use a lead if it’s not qualified for the campaign’s verticals. A particular lead, say a beauty salon or a home-based business in the health niche, is not qualified for an IT provider, simply because of the fact that beauty salons or home-based businesses normally don’t use IT services, let alone services used by bigger businesses. So in getting a lead for a particular campaign, a company must first make sure that all the leads are qualified and aligned for their own campaign’s verticals.
Sometimes, to get good sales leads, companies must purchase them not from lead generation specialist companies but from companies that offer lead generation and appointment setting services. Why is that so? It’s because the leads used by these companies, even though they can be considered recycled or used, are still qualified leads. Just think of it this way: if they used the leads in their clients’ campaigns, then the leads must be good.
And also consider this, not all prospects are willing to buy at the time they are called by appointment setters. And not every prospect buys from a company who they feel is not trusted. It all amounts to timing. So even if the entries in the list did not buy anything from the last campaign that called them, it’s no guarantee that they won’t buy anything from the next company that comes calling. After all, this is the point of telemarketing, its fundamental rationale.
Lead generation services are meant for business to business purposes, because only businesses can afford to acquire lead generation services and only businesses stand to gain much from having leads converted to sales. Getting the best in lead generation is the key but it’s even better to get the best and qualified business sales leads for your own campaign. You paid for your leads so it makes sense that you should get something out of it in return.