Outsourcing a process is often too oversimplified into an issue of big companies in developed nations exploiting the labor supply in companies found in the Third World. Not only is that misconception based on the worst of stereotypes (among which include South/Southeast Asian call center agents and Chinese sweatshops), it’s also a gross misrepresentation of real supply-demand problems regarding processes.
Here how it’s particularly problematic when you’re outsourcing lead generation.
Information inspires action. If you want a live demonstration, look at a 3D printer. The technology and its applications are all relatively young. But despite that, the promises it’s been making range from cheap parts manufacturing to actual body parts.
Then again, this same analogy can still apply to its ancestor: The paper printer as well as all the way to the very first printing press during the Middle Ages.
Because for all they’re worth, a printer is just really a block of metal parts. It takes information to guide it. Likewise, your sales leads dictate the real actions of real salespeople regardless if the lead source was digital or in print.
The core of your business could very well be your only competitive advantage. Yet while this little epiphany is making rounds among the guru blogs and thought leader circles, it’s another one of those that’s not easy in practice.
The problem can be especially serious when you use your lead generation strategy to cover up core issues. Forget obscure marketing and hype. That’s just one way a lead generation campaign can distract you from what matters.
Despite the trappings of the internet, big data analytics, and sophisticated targeting, much of today’s appointment setting M.O. remains the same. One particular aspect of it is giving prospects the idea (and the freedom) to contact you whenever they want. Whether it’s on a brochure or on your website, the tactic of leaving your contact details lying around has been used even before professionals started to use the first calling card. To understand this is to understand a core element to successful appointment setting.
And make no mistake, this isn’t just used in inbound marketing. Active, outbound marketing also makes a point to make sure your leave a lot of doors open for which your prospects can walk through. In fact, when you see the essence of this strategy, it doesn’t really matter what you’d call it. So long as you’re hoping for a follow-up, you’ll need to leave some contact details behind.