The best lead generation companies have a deep understanding of their client’s target market and know how to create content that resonates with them to consistently generate qualified leads…
It’s important they know how to make a connection with the prospect they are trying to reach, and understand what will motivate them to take action!
There are a lot of different lead generation companies out there, but these 7 qualities seem to be common among all of the successful ones (in no particular order!)…
#1 Underpromising and Overdelivering on Results
One of the big problems with the lead generation industry today (as well as the poor lead quality from most service providers) is too many promises, false guarantees and big talk…
The best lead generation companies know how to communicate what can realistically be accomplished and aim for underpromising so they can overdeliver on results. Their whole marketing strategy is designed to provide their clients with the best results for their money through their managed services.
Save Time by Knowing What Lead Generation Companies to Look For!
These thriving companies are confident and communicate the value they offer as clearly and transparently as possible through all their marketing and sales materials.
You can see the ones that are doing well because they use data and true-to-life case studies of past client’s experiences with to back up their claims – not empty promises or inflated statistics that are difficult to prove.
They aren’t making empty promises or guarantees that they are unsure of fulfilling, but instead, focusing on providing a realistic plan that has been tested in the marketplace which they will nine times out of ten be able to overdeliver on!
#2 Service-orientated With Prompt Communication
Good business is all about providing a good service, in lead generation, this is especially true…
Successful lead generation companies are service-orientated and provide prompt communication with a measure of business consulting as part of the package. Providing good service means staying in contact with the client and keeping them updated about their campaign’s progress – not just when something goes wrong!
What Level of Communication Should You Expect?
Being accessible, responsive and available is crucial to success. Skilled providers make client’s feel like they can contact at any time and know they will be there to help.
Great communication also means that their clients are kept up-to-date with what’s happening with their campaign, so no surprises or confusion when results start coming through!
#3 Consistent and Thorough in Their Process of Generating Leads
Lead generation companies that are always changing their processes, tools and strategies will rarely be able to deliver consistently.
The best lead generation companies are consistent in their process to generate leads (they of course continually test new ways to generate quality prospects that can turn into sales opportunities) – but if something isn’t working they quickly innovate and adapt without having to change everything!
Larger Companies vs Smaller Companies
Some larger companies have custom software development teams that are constantly building new tools and internal systems to streamline their processes, while small businesses will paid software for example CRM solutions.
Regardless of the size of the company though, what’s important is they always stay on top of their game by continuously innovating and adapting with changing times while remaining consistent in their foundational processes!
#4 The Ability to Provide Progress and Feedback in Meetings
This is something we like to call insight services, giving our clients extra insights and feedback on the market, studying the industry and educating them on how they can improve their email marketing efforts, making sure follow-ups are being kept on top of etc. this is all vital in both b2c and b2b lead generation.
A lead generation company that is always talking about new ways to progress, providing you with valuable and actionable insights and watching your industry or target market will always be one step ahead. (Their advice should be based on their experience rather than just generic information you could have Googled yourself!)
To give actionable insights their clients need to know what’s going on with the campaign so it is important that there are regular meetings set up, we’ve seen this result in more appointments with key decision-makers and ultimately, more sales!
Great lead generation companies that are able to retain their clients will always provide progress and feedback in their meetings, whether it be via Zoom, Google Meet, Skype or even a phone call it will be a key part of their lead generation service.
(There are many benefits for the lead gen company too as the feedback they will be receiving from their client’s can be used for creating marketing content for their company too! It’s a win-win for everyone!)
#5 Large Scale Lead Generation…No Problem for Good Lead Generation Companies!
All b2b lead generation companies competing and standing out from others in this large trade and attracting the right customers know they need to have the resources and processes in place to generate a high volume of sales leads.
Lead generation strategy on a small scale is a lot easier to produces results but in the long run, it won’t be enough.
All of the top lead generation companies are generating large scale leads and consistently finding new ways to bring in more business, they’re always looking for new opportunities and testing out different strategies!
The ones that will succeed are those who invest in the processes and resources needed for generating quality prospects or sales leads on a larger scale.
If you want to generate more leads, your lead generation company needs to be able to handle it! This means they should have the resources and processes in place so that even if there is a spike in demand for their services, they won’t miss out on any opportunities or potential customers!
#6 Easy to Work With and a Personal Investment in Your Company
When you’re looking for the best lead generation agency or company to work with, there’s nothing worse than having to waste your time sorting out the minor details, that should be taken care of for you.
Dealing with communication issues and working with a company that cares about themselves and not investing the time upfront to get to know their client’s business is a big red flag!
You want a company with a great sales team, not an agency that promises the world but when you get down to it are only looking after themselves!
A lead generation company that cares about their clients will always go out of their way to make sure they understand exactly what your business is all about, finding out about your target audience and working with them on a personal level will ensure higher quality leads.
TOP TIP: Something to be considered is that sometimes you may just not be a good fit for one another, but that’s okay! Before rushing to invest in a relationship, look for that company that understands you and your goals.
We’ve noticed that all of the best b2b lead generation companies are easy to work with and have a personal investment in your company. These two go hand in hand because if they are easy to work with, you will see them as more of a partner rather than just another supplier.
The Extra Mile is in the Personal Touch
A reputable lead generation company will be enthusiastic about your success, always looking for new ways you can improve on what you currently offer or even exploring new markets!
They should always put the effort into understanding what makes your business tick, this way they can recommend strategies that are right for you – not just generic advice from companies who haven’t done their market research or don’t know what’s going on in your industry!
#7 Data-Driven Reports Provided Measuring Progress
Direct marketing is all about the data, whether it be through your website or social media channels you need to know what’s working and what isn’t. Any digital marketing company looking to produce excellent results for its client’s needs to be able to provide the managing director with data-driven reports.
It’s crucial they have a comprehensive understanding of how their customers are using the information they’re providing, whether it be from seeing what’s working or not through KPI reports or looking at the analytics on your website and social media channels, this enables them to measure success!
Without these metrics, it’s impossible to tell what’s working and if they’re reaching the goals set or not.
Rest Assured That the Lead Generation Services are Producing an ROI
The best companies will always provide reports that are measurable so they can track how effective their strategies have been on a regular basis!
If agencies are committing to taking care of your social media marketing, Linkedin lead generation, web development, full digital strategy, just appointment setting company based activities or any digital marketing services for that matter they should be providing full detailed reports and always be talking about data, data, data!
Sales teams will need to know the data they’re working with is accurate, if their efforts are not resulting in increased sales it makes no sense for them to continue!
If you’ve invested time and money into your lead generation campaigns, make sure they are producing an ROI (ideally from the first month!)
Accurate data-driven decisions lead to the ability to generate high quality-leads, helping you increase revenue resulting in measurable business growth!
Conclusion – What Can We Learn From This?
So what can we learn from these 7 common qualities? Amongst many other things, make sure to choose a company that:
- Has expertise in your target market
- Understands the importance of data-driven marketing
- Always puts you before themselves!
Unless you are planning to do a lot of cold calling, wasting time and money build landing pages that don’t work, spending thousands on ads that flop, having a website that isn’t built for conversion optimisation then you will find it very difficult to generate leads consistently on your own…
Lead generation is a constantly evolving activity and there is a lot of trial and error involved, but if you invest in the right company they will help you generate more leads than what your team could ever do on their own and it will be an investment you won’t regret.