Generating Leads Online
The top performers in our review are LeadGeneration.com, the Gold Award winner; Strategic Sales & Marketing, the Silver Award winner; and Interchanges, the Bronze Award winner. Here's more on choosing a sales lead generation company that meets your small business' needs, along with detail on how we arrived at our ranking of services.
Sales are vital for every business, and whether your business is a startup or an established company, sometimes you need a little help finding prospective customers or clients for your sales team to contact. Perhaps you're looking for a service that can support your sales team by providing access to contact databases or that can build contacts lists for you featuring companies across specific industries that are likely to be interested in the products or services your company offers. Or, maybe you want to boost your sales team's success rate by providing them with leads that have already been verified. In such cases, a lead generation company can help you identify contacts, and the best services have tools that can gauge interest and score leads, noting which contacts are most likely to become customers.
In addition to helping your business identify potential new customers, many can also assist you in reaching out to your leads as well as to your existing customers through multiple channels, such as email, social media, direct mail and telephone – which can be particularly helpful if you need help getting the word out about a new product or service, special sales promotion, or event. Many lead companies can also help you polish up your online presence to make it easier for potential customers to find your business. They can optimize your SEO, enhance your website's design and even create content for your website, such as press releases, newsletters, blogs and white papers, thereby driving traffic to your website and helping you to establish your company as a thought leader in your industry.
The best sales lead generation services can help your business grow by providing you with comprehensive sales and marketing support, helping you to identify, contact and market to potential customers. To learn more, check out our articles on sales lead generation and our reviews of the top lead generation companies. However, if instead of working with an all-inclusive sales and marketing service, you're looking for a company that can help you with specific marketing efforts, such as email marketing, or direct mail , take a look at our reviews for pointers on how to choose the best services for your business.
Lead Generation Websites: What to Look For
When you're looking for a sales lead generation company, it's important to first consider exactly what services your business needs. You also need to consider how you want to generate leads; whether you want to contact your leads via email, direct mail or phone; and whether you have staff in-house to pursue leads or if you want a service that can contact leads on your behalf. Tracking and reporting tools are also important to look for in a service so that you can monitor your leads and campaigns. Finally, you need to think about what kind of customer service you expect from the service. Following is additional detail on each of these factors:
Lead Generation: How to Generate Sales Leads
When evaluating lead companies, you need to decide whether you want to hire a service that can help you generate leads organically using your website and social media channels or one that has a database of contacts that it gives you access to. Although a few services, such as LeadGeneration.com, Strategic Sales & Marketing and Interchanges, provide a full spectrum of lead generation services, most companies offer a mix of services.
While most companies can help you optimize your website to improve search engine rankings and promote your business on social media platforms, fewer provide document creation and white paper services.
The companies also differ in the contact methods they assist you with. Nearly every company we reviewed can help you with your email marketing and event promotion efforts. However, there is some variance among companies when it comes to direct mail campaigns, telemarketing duties and B2B appointment setting services.
Every company we reviewed offers a selection of tracking services that can help you manage your leads. Many of the companies we reviewed verify the leads to ensure that the contact information they provide you is correct and that the company is a potential customer. Most companies also use lead scoring to help you gauge the interest that a lead may have in your products or services based on data points such as the time it spends on your website and the number of your emails that it opens.
The lead generation companies can help you categorize, or segment, your leads so that you can decide the best way to follow up with each group. They can then help you make initial contact with the leads using either automated emails or by making telephone calls on your behalf. They can also help you manage your leads by providing you with either contact lists or another means to organize your leads.
All of the services we reviewed provide real-time reporting tools, usually accessible via a web portal that it gives you access to in order to manage your account and your leads. Most of the companies either integrate with your existing customer relationship management (CRM) platform or provide you with a platform that includes both database access and CRM tools. Additionally, most of the companies assign you a personal account manager that gives your account special attention and works with you directly to manage your campaigns and other lead generation efforts.
Help & Support
You can reach every company on our lineup via phone and email, and several also provide live chat so that you can quickly reach a company representative. One feature we considered in our review was the amount of information the company provides on its website about the services it offers, since the services vary so much from company to company and being able to quickly review this information online can save you time when you're selecting a company to work with.
Sales Lead Generation Services: Our Verdict & Recommendations
Lead generation companies offer a variety of services that can help you find more customers by providing you with contact databases, improving your online presence, assisting with marketing campaigns and more.
If you want to work with a company that does all the heavy lifting for you, providing you with a comprehensive set of lead generation and marketing services, LeadGeneration.com, Interchanges and Strategic Sales & Marketing are good options to consider.
If you're looking for a company that has a lead gen platform with a built-in CRM, consider Salesgenie.
Most services also help you manage and contact your leads in order to boost your sales and marketing efforts, give you a variety of tracking and reporting tools and provide an account manager that can give your account personalized attention that helps your small business grow.
Common Sales Lead Generation Service Questions & Answers
Process is possibly the 'key' word here. Make sure you have an actual process and follow it. If you do that you will start to see where you are falling over within the process, which gives you something to change. Never be afraid to ask why you didn't get a sale too. This will help you figure it out but it can also give you another chance with that customer. Also remember, you can't win them all, even though we would love to. Sometimes there is nothing you can do to win a sale because you...
I'd put them into the top of the funnel and just market to them using good and helpful content that is of interest to them. Eventually trust will be built and you won't risk completely dropping off their radar or bugging them at a time where they might start to really run from you (i.e. if you had too hard of a sales push at this time). So keep them in your monthly e-mail list where you are distributing your content and also have them as part of your social outreach with your custom...
Your 'marketing firm' sounds like they are nothing more than a cold lead generation firm. Not a marketing firm. Why are the leads coming from that source in particular? Why do you need them to get those leads? True 'leads' are per-qualified to some degree and preferably segmented to needs/wants/interests. They actually want/expect more info and contact, but if they don't know when you're going to call why do you feel they should even take you call at all? Of course this is assuming they...
Hi Colleen, I worked for a while for a financial planner. I suggest marketing automation. Give them a free pdf or ebook with some of the first steps they need to take or consider. In the form they need to fill out before they get it, ask them up to 3 pertinent questions. Make them required. As a call-to-action at the end of the ebook, as well as in a subsequent email, pose some if/then questions, then put the link to schedule the call. You want to capture their email address with a freebie....
I don't know of any consultants who have closed any business from contacts made on LinkedIn. IMHO the number of outbound emails you get via inmail is not enough to do a good email campaign. I do know a lot of consultants (me included) who have closed business and their profile and writings on LinkedIn have helped build enough credibility that it helped substantially. I'd go back an look at your messages and ask one simple question, are the messages about the prospect and their issues or...
Hi Emma, This is a strategy that many b2b businesses struggle with - capturing leads via content marketing. The key is covering the right topics that alleviate pain points/ answers questions of a bottom of the funnel customer (for many b2b businesses leads are for products that are major purchases/investments. A bottom of the funnel lead is one that is ready to make a purchase that could potentially costs thousands of dollars). Establishing what these issues and topics are is part of the...