MPI Blog

    7 Misconceptions About Outsourced Lead Generation Services

    cold calling sales By MPI Posted Jan 29, 2018 6:00:00 AM

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    Lead generation is vital for sales success, but handling lead generation internally can be costly and time-consuming. Outsourcing is often the best option for companies, but many people have misconceptions about outsourced lead generation services. In this blog, we’ll examine seven common misconceptions associated with outsourced lead generation services and explain why each is untrue.

    1. Too expensive

    Though outsourcing lead generation services has a cost attached, it can be even more expensive to execute lead generation internally—with no guarantee of results. Outsourced lead generation services are usually a fixed cost and provide your sales team with a consistent flow of relevant, qualified leads.

     

    2. Won’t schedule enough appointments

    Some worry that outsourcing lead generation won’t generate enough appointments. However, many companies experience that same problem internally, as there is no guaranteed number of appointments set or the quality of the appointment. Because lead generation companies specialize in this area, they provide consistent leads and appointments.

    If you’re still not convinced, think of it this way: vendors are motivated to keep your business, and thus provide regular, quality leads and appointments. If they aren’t performing, you can always switch vendors.

     

    3. Brand misrepresentation

    One of the biggest concerns about outsourcing lead generation is that the company’s brand will be misrepresented by outsourced sales reps. However, quality lead generation vendors specialize in learning a company, their brand, and their products or services inside and out, to represent the company exactly how they want.

    Tip: Look for a vendor who provides transparency, such as recorded phone calls, to ensure your brand is presented to your business’s standards.

     

    4. Product/service is too complicated

    Many companies assume their product or services are too complicated for outsourced rep to effectively sell, but keep in mind that lead generation vendors have a lot of experience learning even the most complicated products and services. Just as you would train a new sales rep internally, lead generation vendors simply need some training and resources to learn and understand your offering.

     

    5. Cold calling is dead

    Some hold the belief that cold calling is dead and no longer effective. However, that attitude is often born from experience, witnessing first-hand the ineffectiveness of cold calling. The truth is, cold calling can be extremely effective, but only if executed well, which isn’t easy to do.

    For instance, if you’re not experienced in cold calling or are calling on a bad list, results will be poor. Lead generation vendors, on the other hand, have years or decades of experienced and effective cold calling as part of a larger lead generation strategy.

     

    6. Outsourced reps will be overseas

    A common concern when outsourcing any business activity, including lead generation services, is that the outsourced reps will be from overseas call centers. While that is the case for some lead generation companies, many are based locally. When researching lead generation vendors, this is an important question to ask.

     

    7. Outsourcing means scripted calls from a telemarketer

    When some sales managers hear “outsourced lead generation services,” they picture telemarketers making highly scripted cold calls. But if you’re working with a quality lead generation company, you’ll have experienced sales reps working for you, not telemarketers. The best lead generation vendors use your provided talking points, but aim for a tailored and natural conversation, rather than relying strictly on a standard script.

     

    Now that we’ve busted some common myths and misconceptions related to outsourced lead generation services, learn more about the benefits of outsourcing lead generation in this free ebook.

     

    Topics: cold calling, sales

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