What Is B2B Lead Generation?
Lead generation is a digital marketing tool that helps find, contact, nurture, and converts leads into potential B2B buyers for your products or services. It’s a technical process, and you cannot do it alone. That’s why hiring the services of B2B lead generation companies is vital.
What are lead generation companies?
The function of a lead generation company is to use sales and marketing efforts to create business opportunities, intending to grow sales funnels for its clients. Such companies are marketing experts who employ professional teams to develop lead generation on your behalf.
The lead generation company acts as your partner because its only objective is to help you grow. The lead generation company makes a detailed analysis of your services and your existing customers. After understanding your requirements, it creates ICPs and buyer personas for future outreach, researches lead that fit that profile, chooses channels for the outreach, contacts leads, and finally sets an appointment with a potential buyer.
What to expect from a lead generation company in India?
Usually, when a company looks for an outsourced lead generation company, they still determine what to expect. There is indeed a need to fill the sales pipeline with quality leads. Still, there needs to be more clarity about how providers achieve this goal and, more importantly, what’s essential for their business. Some lead generation companies provide accounting, corporate IT training, custom software development, electrical engineering, film services, technical support, etc.
Looking more closely, many of these services differ only in name but indicate the same service. So, data enrichment is the same as research and analytics, B2B email list, database scrubbing, and email verification. These are all processes of collecting information about leads. However, it’s essential to avoid this chaos and make the right purchasing decision to understand the lead generation process, its stages, and its components.
How do you select promising B2B Lead Generation Companies in India?
It is how you can find a good lead generation company.
A buyer persona (BP)
Defining a buyer persona is the most critical step for a company before creating a product or service. It explains to your target audience what product you want to sell and to whom and what business problems and tasks you can tackle for a particular business. You are likely to succeed with a solid BP. There are a lot of companies that need the buyer persona.
Good B2B lead generation companies usually ask their customers for a complete buyer persona description before collecting data. They maintain a specific questionnaire known as a customer profile for client companies to complete. Moreover, they also take help from modern techniques like predictive scoring and developing lookalikes for the current best customers.
Data collection and outreach
Data collection is another crucial stage of lead generation services. Your B2B lead generation company finds the target audience as per your customer profile and collects their details, such as:
- Demographic data like name, phone, email, and contact details.
- Firmographic data like company revenues, details of employees, and locations.
- Technographic data relating to technologies that companies use.
- Psychographic data like interests, habits, and preferences.
These data help SDRs create personalized outbound campaigns to reach your potential customers. They make your customer data safe and updated on the platform with the help of the latest high-tech tools and software. A lead generation company in India uses multiple channels, including Influencer Marketing in India, to reach out to your target audiences, including email, contact numbers, social networking sites, and more.
Research is Crucial
Before deciding on the best company, look up their case studies. You can easily find this information on their official website. Please find out how they solved particular problems for sales teams and check whether they provide test leads. However, it would be best to focus on the test leads’ quality, such as whether they are easy to review. Do they fit your ideal customer profile? And have they delivered on time?
You can only have this information if these leads are up-to-date after the first outreach. You should also check the percentage of bounced emails and the types of replies from the customer you receive. If you get negative responses like people are no longer satisfied with your company, it’s a red flag for you that the list might have been managed or old.
Ask Important Questions
You must ask what programs the lead generation company uses because they need the right software to ensure the data collection, and the quality of leads will be affected. Find out whether the company is tech-savvy and utilizes the latest tools and software.
It’s equally essential to identify milestones that are managed solely by human touch. Remember to ask if they use human intelligence or not. If a machine needs a marketing manager but gets a demand general manager instead, a tool will surely miss them on the list.
