Lead Services Must Understand Your Solution’s Impact on Your Market

February 19, 2016 by Intelemark

Lead generation isn’t just a matter of placing calls, asking questions, and updating information in your CRM application. When done correctly, it’s a nuanced exercise that requires a deep understanding of your company’s mission and business model.

That being the case, it should come as no surprise that any lead services you hire absolutely need to understand the value your company brings to the market. Otherwise, how could they possibly deliver your message in a way that promotes your brand in an optimal way?

If you’re thinking about working with a lead generation firm, be sure your prospective partner:

  • Understands your target market: What business problems do your customers experience, and which ones can your solutions solve? To identify companies that are likely to purchase your products or services, a lead generation firm must possess ample knowledge of your target market.
  • Knows how to deliver your value proposition: Organizations purchase your solution because they want to resolve a critical business issue that somehow impedes their performance. Be sure that the firm calling your leads effectively communicates how your solution addresses the issues those buyers face.

Ultimately, leads need to know why you do what you do. They need to see that your solution addresses a critical business need for organizations like theirs. When contracting lead services, be sure the agents placing calls understand the concerns of your target market and can deliver your message in a way that underscores the value of your offering. Ask how the lead services vendor trains their agents and what involvement you have in that training.

That’s how we do it at Intelemark. By developing a deep understanding of your impact on your market, our agents effectively deliver your message and position your solution. Contact us today to discuss a test campaign that addresses your unique lead generation objectives!

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