Beginners in the business world always make a certain typical misconception. Though typical it may be, the number of people who fall for it is surprising.
The misconception in question is that you can always solve a problem if you expend enough resources on it. Even the average businessman will immediately say that this is a very, very skewed mindset. In fact, it’s actually quite wasteful and it can be pretty obvious why.
Now imagine yourself as the head of something big like a B2B software business (in this case, let’s say your firm manufactures business intelligence software). You see how valuable your software can be to other company executives and you know that top quality can only mean big money for you and your firm. So you start investing in everything to attain that quality: computer professionals, consultants, a good deal of research etc.
Okay, the quality of the product is assured. However, you suddenly realize that more still needs to be done like locating prospects and getting them interested. As you’re well aware, this is called lead generation. Of course there are plenty of methods out there but for the sake of simplicity, let’s assume you try telemarketing. Besides, the executives you want to contact would rather be sure they’re talking to a real person without too much of a hassle of meeting them in the midst of their busy schedules. How more simple and direct can you get than a live phone conversation?
Anyways, you decide to look up on what it takes. To your surprise, it takes a lot. You have to hire and train your staff in both your product as well as basic telemarketing dos-and-donts. You need to do a lot of homework yourself and try to avoid as many typical slips of tongue because people are very attentive (and suspicious) of telemarketers. There’s also the problem of getting people used to making over dozens of calls a day. A database is required to store the attained information while also making sure that your people update it since you’re still keeping tabs on undecided prospects.
After you’ve expended so much time, money, and stress, you finally get a somewhat decent lead generation going. However, one day you decide to review your campaign and then consult an expert. To your shock, the consultant tells you that you could’ve done much better at a lot less than what you had invested!
The reason? Well because you were simply too new at this. This isn’t to say that you shouldn’t try things or take risks testing new methods. However, there’s no harm either in wanting to earn well first before sailing into more uncharted waters.
That’s instead of investing on an in-house group, people suggest outsourcing to lead generation services. With the above example in mind, you could’ve saved up all the money in investing by simply outsourcing your lead generation to professional telemarketers.
In fact, instead of investing at all, you could’ve also used the money you saved to create higher quality software which in turn could mean more profits for you company. So in case you actually do have a B2B outfit of your own, you no know who to call. Contact a reputable lead generation company and see how well they combine resources with experience.
