How Outsourcing Saves

Outsourcing your lead generation works because getting in the door requires a specialized set of skills that most companies don't have, but a good B2B telemarketing firm does. Consider:

If the answer to any of these questions is "no," then you should outsource. There is no reasonable alternative.

There are many skills needed to be a good Lead Generation Specialist, but knowing how to get past gatekeepers is one of the most important. Most decision makers don't answer their own phones, so you have to get past his executive assistant if you're to have a chance at meeting with him. But a good telemarketing firm knows exactly how to get past gatekeepers.

Even if a decision maker doesn't have an executive assistant, he or she probably still screens their calls with voice mail. Most salespeople don't bother leaving voice mail because they have found that nobody returns their calls. But a good telemarketing firm knows exactly how to get calls returned.

The question is not "Why should someone grant you an appointment?" but "Why would someone grant you an appointment?" A good telemarketing firm knows the difference, and the answer.

Outsourcing works because a good B2B telemarketing firm knows the answers to these questions, and how to put them into practice. You get access to the skills for a fraction of what it would cost to discover or develop them in-house. After all, you know how to build a desk, but that doesn't mean it's worth your time to start chopping down trees, does it?

But given that there are answers to these key questions, doing it yourself seems intuitively attractive, right? Maybe you could learn the answers, and implement them in-house. You can, of course. We'll even teach you what they are, recruit and train your telemarketers, and set your strategy. But before you go there, you should know that markets - including your markets - are dynamic. What works one day may not work the next day. Techniques must evolve, and people come and go. Only outsourcing gives you an ongoing solution to the problem.

Likewise, your needs change. Today you need leads, but tomorrow you may have more business than you can handle. Are you going to lay off your telemarketing department because you're full up? Only outsourcing gives you the flexibility to grow - and shrink - with your needs.

That's why outsourcing works.