If you are reading this guide to help you choose between competing B2B Lead Generation Services, I’ll assume that either:
A) You currently have no lead generation service provider
Or
B) You are not satisfied with your current provider
If you fall into either category, you will probably be doing a lot of cussing while you figure out what to do next. The following may help you.
BAD LISTS – BAD, BAD LISTS
In the past, it has been common for purchased “B2B lead services” to turn out to be long lists of poorly screened, out dated, inappropriate contacts that wasted more time than they saved. Today you deserve more and there is a way for you to get what you deserve. You simply need to know what to look for. What makes a difference in B2B lead generation service providers? What questions should you ask?
FOUR COMMON QUESTIONS
Here are four “Oh, That Makes Sense” questions you should ask at a minimum when screening your Lead Generation Service Provider on what kind of qualified leads they will be providing you, because if you don’t, you will be disappointed with the results:
1) Is this the correct contact information?
2) Is this a decision maker or influencer?
3) Is this prospect ready to make a purchase?
4) Does this prospect have a budget that matches the investment required to obtain our products or services?
You would think that most Lead Generation Service Providers would at least be meeting this basic standard, but you would be surprised at how many cannot truthfully answer, “Yes” to all four of these questions. If they can’t, get out the megaphone and let them know the interview is over.
THE NEW STANDARD
Today there is a new standard being set by the top tier Lead Generation Service Provider. There are a number of other questions you should be asking from your current or future lead generation service provider:
5) Lead Source: Were these leads obtained using a multi-touch nurturing system that has now prepared them for appropriate contact?
6) Value Proposition: Does this lead understand what our product or service offering actually is?
7) Market Intel: Does the lead information include valuable research data such as purchasing plans on a projected timeline?
8) CRM Integration: Does the lead generation service provider integrate with my CRM (Client Relationship Management) system?
9) List Management: Is your lead research “static” or “dynamic” or in other words, am I getting a one-shot list or ongoing lead management services that reflect the changes in the prospect’s profile?
10) Lead Rating: Are the leads I get rated for urgency so “hot” leads can be acted upon immediately by our sales force?
11) Customization: Is this the same service you offer everyone in my industry or do devise a strategic plan
specifically for my goals and need?
THE OUTCOME
Make sure the Lead Generation Service Provider you select is doing everything required to maximize the time your sales force spends working with highly qualified, ready-to-close, decision-makers or influencers who understand your product or service and who have the budget to afford what you offer.
