5 things to look for from your lead provider
As a broker or agent, it’s important to you and your business to have a consistent flow of leads coming into your business but finding those leads in the first place is not always that easy.
You may have a number of different ways of promoting your products and generating new leads, however many of these options can take up a great deal of your time, effort and of course money.
Your time is better spent following up with potential customers and maximising these sales opportunities, and in order to do this you may look to a lead generator to improve the efficiency of your business.
But how do you choose the right one?
There are five main considerations to make when working with a lead provider – by following these, you can find someone that fits well with your business and will lead to a successful working relationship.
Here are the questions you should be asking:
Are they experienced?
Make sure that the company you are dealing with are bona fide – there are many lead providers who have been around a long time, with years of experience, superior knowledge of the business and are well respected by other in the industry.
New providers may pop up from time to time, but be sure to check their credentials as you don’t want to take your chances with a fly-by-night business.
Can they provide good quality leads?
As the saying goes, it’s definitely worth thinking more about quality than quantity. A company may be able to guarantee you 50 leads a day but this is worthless if you are unable to convert them into sales, and you certainly wouldn’t want to commit to a large volume of leads before you have a good idea of the quality.
A company who is able to deliver 5-10 good quality leads with a high conversion rate will be more beneficial to your business and a much better use of your money.
You may also want to choose the option of live, pre-qualified leads – choosing a company that is dedicated to pre-qualifying customers before you speak to them can really improve the efficiencies of your business and help to maximise conversions.
Where do the leads come from?
There are a great deal of lead generation firms who claim to offer you highly-targeted leads, however the truth is, that sometimes the data they are using is nothing more than a bought-in mailing list, which isn’t in line with the customer attributes and demographics.
Establish whether your lead provider can offer you better control over the quality of the leads and check that they are using marketing techniques that are able to focus on your target market and bring you customers that are genuinely interested in your product or service. Do they generate their own leads? Do they run regular marketing campaigns by email or PPC? Do they work with trusted affiliates?
Having a clear and transparent customer journey is often key to building a trusted relationship with new clients.
It’s also imperative that you are aware of the timeliness of leads that your provider offers. Leads are time-sensitive – the longer you leave it to speak to a client, the less likely you are to convert that sale so it’s crucial that you are able to contact them as soon as you can after they have expressed their interest.
Old, recycled lists may be cheaper, but conversions are likely to be much lower and therefore will not be the best use of your time and money. You may pay a little more for a fresh, real-time lead, but the results will be far superior.
Are they committed to fair working?
In today’s society, there are lots of laws in place to protect the consumer and just because you, as a broker are doing everything by the book, it doesn’t always mean that the companies you work with are doing the same.
A lead provider who can comply with all the applicable laws and regulations will reassure you that you are dealing with a reputable, trustworthy company.
Do they understand the needs of your business?
Choosing a lead provider that doesn’t understand the needs of your business is the equivalent of pouring your money down the drain. You don’t want to waste your time teaching them the ins and outs of your industry – an experienced lead generator should appreciate the pressures of your business and be able to manage your expectations.
If you’ve built a relationship with someone that can do this, then stick with them. A provider that fits well with your business and can offer you with the quality leads that you need is worth every penny – even if you have to haggle with them over prices every now, the commitment to quality and proven results will be worth it.
Simply Online Leads is an award-winning firm, specialising in online lead generation for financial services providers, brokers and intermediaries.
At SO Leads we recognise the demands that each individual business has to face and offer a simple, affordable solution. For more information about generating more leads for your business contact our team today!