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4 Ways Outsourced Lead Generation is Similar to Parenting


Outsourced Lead GenerationI have always been a firm believer that there are two types of people in this world: those who have children and those who don’t. The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids.

Now, a bit about me: I am a father of three with a boy and two girls.  I have had my share of experiences with people saying things like, “I would never do that with my kids,” or, “You’re doing that?”  I have to admit, there was a time, before I had children, that I remember saying, “Oh my, I would never feed my kids french fries.”  Friends and family fall into one of these two groups. But when or if they have children, their opinions about parenting usually change, and they start to understand how difficult a task it is and stop judging others for their choices. The same can be said regarding outsourcing lead generation for sales and marketing.

I have taken a stint of my tenure here at AG Salesworks to try the Corporate Business Development Representative route, explaining to prospects why we are as successful as we are.  Just as I wrote earlier, there are two types of people out there.  There are those who get it and understand what we do and why we are successful, and there those who think that there is no way we can do what they do in-house as an outsourced company.

When advising these companies about why outsourcing lead generation for sales and marketing will be beneficial for them, there are a few points I discuss in detail, which are similar to parenting:

1) Consistency -  When you say you are going to do something, you do it.  We have a consistent call plan based on qualified leads and quality data. Leads are nurtured so inside sales reps are ready when a prospect is ready to enter the buying process.

2) It takes a village - It really does take a village to raise a child.  Parents, grandparents, and even friends get involved. At AG Salesworks, it also takes a village to generate leads. We operate with teams, so a group of people working on your lead generation to get the most out of it. Inside sales reps may also meet to go over prospecting techniques for this specific provider.

3) Everyone is unique - What worked with one child may not work with another. We take a personalized approach to prospects, so inside sales reps understand their place in the buying cycle, their needs and behaviors, and their likes and dislikes. They have the time to do research - even social - on buyers.

4) Customized training - While parents are not necessarily “trained” to raise a child, they do see what works, and tweak their strategies until it does. In the same way, outsourced inside sales reps are trained so you will be able to get results in mere months. According to the Inbound Sales Network, outsourced lead generation gives 43% better results than in-house.

When a client starts to look at the deliverables that we provide, it suddenly clicks.  They go from one group to another, and begin to understand, just like new parents now understanding what those who had children first were saying and doing. Our clients get the value that we bring to the table and see what we are doing and why we do it.

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