There are a large number of lead-generation marketing agency out there and it can feel overwhelming to pick the one that best suits your business.
Today, we’ll have a look at some of the most important factors to consider when choosing a lead generation agency.
What is a Lead?
A lead is usually someone who shows interest in your company or business, be it a potential customer or a client that wishes to use your services. Leads can provide you with exposure and direct you to other customers.
Remember that leads are potential customers or clients as well as potential sales. Your ability to market what you have to offer, in turn, converts them into sales and clients.
Some of them may even be brand ambassadors who will help introduce your firm to others and attest to its quality.
What is a Lead Generation Agency?
A lead generation agency is a team of creative individuals and lead generation marketing experts and specialists that work together to come up with the best strategies to help your business boom.
Usually, the team includes marketing specialists, content creators, conversational analysts, social media specialists, graphic designers, and brand managers.
Having a squad that is an expert in each area might help you discover all the areas of your business needing improvement. Working with these companies is a great benefit, as they are focused on what your company needs.
They personalize their services to meet your business needs. They will study and scrutinize everything you need for your site to start generating leads.
Working together also ensures that ideas will be coherent and organized. This way, more work can be accomplished in a shorter time frame. While the feedback may not all be sunshine and butterflies, you will hear what you need to hear in order to grow your company.
When you have a good grasp of everything your business requires, it is easy to see where you’re succeeding, what you’ve been doing that hasn’t been working, and what you’ve been missing.
Types of Lead Generation Marketing Agencies
There are two types of lead generation agencies.
There have been many technological developments that have yielded new methods of lead generation, advertising, and marketing.
It’s important to examine what the different agencies offer before making a decision on the kind of lead generation agency that will be best for your company.
Outbound Lead Generation Agencies
Outbound lead generation is the oldest form of lead gen in the market. It works through emails, cold calling, and even direct mailing.
This may be an old-fashioned method of marketing, but these agencies have stayed relevant in the business because of their effectiveness.
Inbound Lead Generation Agencies
Agencies create strategically engineered content as part of lead generation, intended to entice prospective clients. These agencies focus on getting you a large number of inbound leads which is the key to success.
Any digital material such as ads, social content, blog posts, podcasts, videos, etc. can be used as content.
Tips to Help You Pick the Right Lead Generation Marketing Agency
Keep in mind that what has worked for a certain business may not work across the board. It’s about choosing the right fit for your specific business.
Here are the steps required to find the perfect lead generation marketing agency, as well as the qualities you should look for.
1. Type of business
Be clear about the type of business you have. Getting to know your business thoroughly is the most crucial phase.
Having a good grasp of your company’s needs will prevent you from being overwhelmed with proposals, strategies, and marketing campaigns that are irrelevant to the firm’s long-term growth.
Be sure to choose the right lead generation firm for your company, but also be knowledgeable about what kind of firm to choose.
- Small-scale companies
This includes businesses with low sales volume ($10,000 and below in revenue) and short selling cycles.
Smaller businesses or product-based companies fall under this category because if your product works, no amount of convincing will be needed.
Yes, some companies may have items or services that require more time to consider, but a prospect’s “no” now may become a “yes” later, in just a couple of weeks or months.
- Large-scale companies
A board of trustees or shareholders makes decisions for these firms. With multiple decision-makers, these firms have to follow some bureaucracies before a decision is made.
Some firms provide pricier services or products that may be of value over time, resulting in later decision-making.
It is likely that you will have to work with lead generation agencies that can help you build your rapport, engage with customers in a somewhat personal way, and convince them to avail of your services.
2. Agencies that do a SWOT analysis
Look for a company that identifies both your strengths and weaknesses. Look for a firm that recognizes both your skills and your shortcomings.
When choosing a lead generation agency and a marketing firm, you should seek one that performs a SWOT (strengths, weaknesses, opportunities, and threats) evaluation of your firm.
Get an agency that will build on your strengths and seize your firm’s opportunities, but won’t neglect your weaknesses and threats, since addressing them is how a company grows.
Be open to the idea of change, and be willing to accept the changes you need to make.
3. Do thorough research about a firm’s flexibility
An industry-specific lead generation agency usually specializes in just one thing, where they excel the most. A lead generation agency must have a good grasp of your field to generate even a single lead.
A firm must be able to adjust to what their clients want, as well as to what their competitors are doing.
A custom lead generation agency can help a variety of businesses, as they are not limited to a single field of expertise.
Having the ability to customize and meet the demands of their clients is crucial for both B2B and B2C relations. They can also learn from you, just as you learn from them.
It’s important to make sure that the way you prefer to work is aligned with the company’s preferred working patterns, as you will be working closely together for a long time and coming up with solutions and strategies.
4. Discover your target audience
You must ensure that your leads are coming from the right places in almost any type of business. Choose a lead generation marketing agency that prioritizes quality above quantity in leads.
Having a small number of qualified leads that turn into clients is likely to benefit you more than having a large number of leads up front that don’t end up engaging with your products or services.
There are certain criteria to consider when evaluating qualified leads. ICPs (ideal customer profiles), buyer personas, lead scoring models, and list segmentation are all examples.
An ideal lead generation agency will consider these:
- The age groups of your target audience.
- The age group with the highest percentage of your audience.
- Your target audience’s income level.
- Can they access your service/product with their income?
- The physical and geographic location of your audience.
- Can they access your business even when they’re far away?
These answers will help you can begin to ask more brand-related questions:
- Which distribution network and platforms will grab their attention most?
- What type of campaign will appeal to them?
- What voice or tone can you associate with them?
- How can you get them to engage with you?
- Can you have both professional and personal relationships with them?
A great lead generation agency will help you figure out the answers to all these questions.
Knowing whether or not a firm will be able to fulfill your demands before or after you invest will better allow you to gauge whether or not you should invest in the firm.
5. Choose the right tools for your campaigns
Great, you’ve figured out your target audience. Next, you must decide which of the many tools available to you will work for building a campaign that will appeal to them.
You should know why you need a specific tool before focusing on it because this ties into the previously mentioned steps.
According to HubSpot’s study, SEO, email marketing, and social media are the top three tools for generating leads for B2B companies.
You may have already tried some of these methods, but you may not be familiar with all of them. Digital lead generation and digital marketing agencies employ these methods extensively.
Here is a quick description of how some of the more popular tools and services function.
- Direct Mail
Businesses have become quite imaginative when it comes to sending tangible pieces of marketing through the mail to prospective customers. Letters and flyers are no longer the only things sent.
Direct mail is so effective because it connects with customers on a personal level.
Pro: It is interactive with its audience, and for the sentimental, it is incredibly memorable. There are a lot fewer competitors because there is more than one way to get creative with it.
Con: The competitors might be fewer, but you will have to pay a lot for the materials, even if they are just paper.
- Exhibiting at Trade Shows
Businesses and companies of the same industries come together at trade shows to showcase their latest products or services.
Pro: Trade shows provide an additional way to advertise. In addition to allowing the free product or service demos or trials, developers are also able to provide in-depth explanations.
Con: It is troublesome to get an in-depth, real-time look at items, and with public health issues such as COVID-19, events may not be allowed at all.
- Email Marketing
Marketing using emails has been around for quite a while; it was one of the first forms of marketing. Using emails, marketers aim to build connections with potential customers and consumers.
Pro: People view email as a very professional form of marketing, so you can vouch for your products or services using a long but personal message.
Con: There has been a surge in social media use, pushing email marketing to the sidelines in a world where direct and instant messaging is the norm.
People who are not engaged in business don’t check their emails frequently, so it may take them a long time to reply. People often miss emails because they are automatically put in the spam folder or because they are easily ignored.
- Telephone Marketing
Answering and placing calls is where the traffic happens. Phone calls are used to advertise products or services.
Pro: Using a friendly but convincing tone, you can build prospects’ trust in you.
Con: It’s tough to predict when prospects will make time for you.
The act of creating a personal website to express one’s personal thoughts and opinions on products or services has become quite popular in recent years.
Pro: Anyone with an internet connection can access a blogger’s content.
Their position makes them reliable and readers of their blogs look to them for personal advice.
Con: Having a wide reach, bloggers must be able to “sell” their products. Not all of them achieve this immediately.
- Social media
Social media has become a company’s marketing backbone thanks to its expansive reach. With just one tap, anyone and everyone can take advantage of a service or buy items and have them delivered straight to their door.
Pro: Things can go viral on the internet in just a few minutes.
When a public figure mentions a product or service, it becomes a trend that everyone wants to try for themselves. It’s a very powerful tool.
But having instant fame can also mean having instant infamy.
Con: A single mistake in an age of rampant cancel culture can instantly destroy your chances of generating leads.
Most influencers require payment for mentioning your goods or services on any of their platforms.
Many other viewers avoid sponsorships because they believe them to be unreliable, due to the commissions that influencers receive.
- Search Engine Optimization (SEO)
This is the process of making a website applicable to as many search engines as possible in order to increase the site’s visibility and traffic.
Pro: Keywords can help you attract the right audience if used properly.
Con: Building an SEO-friendly website involves a lot of trial and error.
While marketing tactics are important, they must be paired with sales in order to be effective. Your sales will rely on how many potential customers you attract.
6. Look for a trustworthy lead generation agency
Choose an established and reputable firm to assist you.
Read reviews to find out if these agencies have satisfied clients or made friends within the industry.
Prospects can also view a list of references and portfolios from these agencies to verify their reliability. Check out their testimonials and case studies as well.
7. Take time to research
Take as much time as you need and do as much research as you want.
Finding the right B2B lead generation and marketing firm takes a little longer since this firm pretty much determines whether or not your company succeeds.
Choosing the right partner can help you save time, resources, money, and trust. You should take time to research previous clients and projects they have worked on to ensure you make the right choice.
Notice how they approach you, the tone they set, and the first impression they give off.
Find out what they are offering—how they prefer to work.
It’s important to take time when finding the right fit for your business.
Every business’s foundation is lead generation.
Businesses begin somewhere, and ad agencies, digital lead generation agencies, and the whole marketing pitch provide a road map for how companies develop.
Learn More Today, Book a Call Today.