In-house Lead Generation: Why Not

There is considerable debate over hiring call centers for lead generation as opposed to having your in-house team take care of that

. Some are of the opinion that in-house teams can work well at generating leads because they know more about the brand and the company than anyone else. But this view is only apparent. There are many advantages of getting a BPO company to handle your sales lead generation. Check them out:

Follow-up Issues: In-house employees have to work on several different departments. They cannot afford to sit and make lead generation calls through the day. They will have to attend to other responsibilities. They may make the telemarketing calls and pick up the tentative leads. However, that is only the first step. To secure a verified lead, there has to be regular follow-ups. Lead nurturing is an important part of telemarketing services. You will have to do that so that your prospective customers dont forget about the conversations/emails you had. In-house teams lack a follow-up procedure. That has an adverse effect on the process of grabbing leads.

Feedback Issues: BPO agents have their pulse on the market. They are always engaging in surveys and researches to be well-informed about the developments in the consumers buying patterns. They know what kind of approach will suit the telemarketing project. For example, for consumer projects, phone calls are the mainstay of the lead generation process, while for B2B projects, you will have to depend on emails primarily. When you are not doing things in the right method, there will be criticism, some of it will be constructive and some will be just rants. You will have to pick up the feedback and see how much you can incorporate into your call center services. This is important to offer a better customer service experience to the customers. In-house departments dont always check for feedback.

Wrong Demographics: Telemarketing services is all about targeting the right demographics. There are various consumer pockets where your product/service will not work and others where they will be easily sold. You can only arrive at an informed decision when you study market trends, statistics and data. In-house marketing teams dont have the required access. They falter because they are unable to decide which consumer pockets will be beneficial for them. Call centers, on the other hand, know their consumers well and immediately swing in to the sales lead generation mode.

Procedure: Call center services are not uniform for all kinds of projects. There are different methods and operations for different projects. Call center agents know these well and can navigate your project through hurdles. When your sales lead generation campaign goes awry, there will be expenditures and additions to existing budgets. BPO companies avoid these easily with their superior planning and careful detailing. In-house desks, on the other hand, walk in

straight into unproductive cycles and delay the telemarketing projects. While the in-house teams experiment, your competitors move away from touching distance. In a fast paced business network, you have to avoid these lapses.

by: Jems Hug

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