Here’s What You Need To Ask Lead Generation Companies Before Hiring One

Introduction:

Lead generation is a crucial factor to consider for the growth and running of an enterprise. But before you outsource this essential component of your business growth, it is important to consider the right company. You need to spend your lead budget wisely. And, with so many lead generation companies booming in Canada, how do you know which is the right one for your business? How do you decide what is the best company for lead generation that will prove worthy of your investment? 

If you have been pondering these questions for a long time, you are in just the right place! This blog aims to guide businesses to figure out the correct lead generation company from among the many. Check out the questions you need to ask lead generation companies in Canada to pick out the one that's worthwhile.

Are lead generation companies worth it?

Businesses may expand their consumer base by using the services of lead generation companies. Lead-generating firms use special tools to generate leads. As a result, these leads are usually high-value and exclusive. If the firms live up to their early promises, they are unquestionably worth the investment. Select the best service provider to take full advantage of targeted lead creation.

How to select the right lead generation company?

For lead generation, there is no one all-purpose approach. There are different types of lead generation firms. They may either focus on one industry or one particular method of lead generation. So, not all reputable firms will be able to help you with lead generation in Canada. 

Thus, before you sign on the dotted line, ask questions to determine if they are the right fit for your business.

What should you ask a lead generation company?

1. Which business scale do you provide solutions for?

There are two major types of lead generation companies. This classification is according to the business size they focus on:

a) Major account lead generation companies – 

These companies concentrate on providing solutions for high-profile B2B companies. The product or service they are out to sell in the market is complex and expensive. There are many decision-makers involved in the sales funnel. The sales cycle is lengthy. The main focus is on offering a professional selling style for a higher ROI.

b) Small-scale lead generation companies – 

These make up the majority of all lead generation companies. They focus on selling products or services that usually cost below $10,000. They target both B2Bs and B2Cs. The sales cycle is simple and short. In fact, the nature of the product or service is so simple that there may be no real cycle at all. There may or may not be any involvement of company partners or employees in the process. 

2. What type of lead generation process do you provide?

There are two processes by which one can generate leads:

a) Inbound lead generation – 

This kind of lead generation concentrates on using a “pull” strategy. That is, it focuses on attracting leads to know about the company. It involves increasing website traffic, content marketing, social media marketing, etc. 

b) Outbound lead generation – 

In this process, the lead provider reaches out to prospects. It involves paid ads, email marketing, or cold calls. 

Currently, most lead-generation companies use both strategies to optimize the process.

3. How do you qualify leads?

One aspect is common in the two types of lead generation strategies. It is identifying the target group. It is the primary step in generating high-quality and hot leads for any company. Therefore, to understand the nature of leads, you have to check their lead qualification process. To get a brief idea about their lead identification process, ask questions like:

1. Do you use the latest tools to generate leads?
2. How do you identify leads?
3. How often do you update your lead database? 

An important quality of reputable lead generation companies is that they conduct thorough research. This research aims to identify the consumer base of the brand. It helps in generating user-targeted marketing strategies and also widens the prospect group. 

This ensures that these firms do not use an outdated database to fish out leads for you as it is of no use. You should know whether they buy email addresses from third parties. Often, these lists are defunct. Most of the email addresses are obsolete. If not, your email runs the risk of hitting the spam folder (if they are not interested in the product or service you sell). This leads to a high bounce rate. This is detrimental to your business in the long run. You are at risk of getting blacklisted by your email service provider.

4. How do you quantify leads?

Quantity is as important as quality when it comes to leads for a company. Understand how they track this number. Ask questions like – 

• How do you categorize leads?
• Do you keep track of their position in the sales pipeline?
• What KPIs do you use to track the success of your campaigns?
• Do you customize strategies according to your campaign performance?

A good lead generation company will be able to give you a clear-cut answer to all of your above questions. 

5. Do you provide lead management services?

It is helpful, especially for SMEs to hire firms that provide lead management services along with generating leads for your business. Their lead management service should include:

• Effective lead nurturing
• Lead categorization

6. Which lead generation tool do you use?

Ensure that they use the latest technology tools to generate leads. It is vital to check the following points:

• The features of their funnel builder (Is it easy to use? Do they have built-in templates?)
• The lead generation tool software should be easy to incorporate into the client’s existing CRM. 
• The software should be easy to understand 

7. What is your experience?

It is important to know the following points – 

• How many years of experience do they have in lead generation?
• Which industries do they specialize in?

8. Can you show me an example of your work?

Any experienced lead generation company should be able to show you a portfolio of their work. They should be able to tell you which clients they have worked for and what results they have achieved.

9. What is your pricing range? What packages do you have?

Budget is a crucial factor to consider. So, before you invest, note the services they will provide you. The price range of packages depends upon the number of services, their experience, and their reputation among other factors. Ask them if they customize packages. 

Assess the product cost in relation to the value they can provide for your business. 

10. What kind of customer service can I expect?

• Who will be my primary point of contact?
• How much involvement will be required from my end?
• How will I be informed of updates and results?

You should be well aware of the quality of their interaction with you. 

What is the best company for lead generation?

The best company for lead generation is the one that can achieve the target number of leads for you. Although there is no guarantee regarding the number of leads, a lead generation company should give you a brief outline of what they are planning for your business growth. They should involve their client teams to chart out a common goal in terms of lead quantity and quality. 

Helium CRM makes lead generation in Canada easy, affordable, and highly effective! We are one of the top lead generation companies in Canada. 

Helium CRM help with quality lead generation and interactive lead nurturing services. We ensure to bring you leads so that you can form long-lasting relationships. 

Visit our website for more details. 

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