Successful entrepreneurs know that for their business to grow, they need to take advantage of all available resources as long as it generates a positive bottom line. Knowledge is the key to weigh the pros and cons of outsourcing lead generation and sales.
Many business owners are hesitant to outsource because they think that it would be too intruding to their organization or that it might bring unnecessary expenses. The truth is, in today’s online world, you can enjoy reliable support without having to hire someone to stay in your office or treat them as a regular employee with all the perks and benefits. That is the beauty of outsourcing. You hire someone to do the job for you, and your relationship can stay online.
Meanwhile, some of the drawbacks of keeping lead generation and sales processes in-house are the uncertainty of reaching your goals in this area of your business. When you leave these functions to your existing employees, you take the risk of things being accomplished slowly or not getting done at all. There are so many reasons for your employees to do things inefficiently, such as they want to concentrate more on their core competencies, they are not experts when it comes to sales and lead generation, they are out on vacation leave or holiday, or just plain laziness.
Outsourcing guarantees you results because you pay for what you want to achieve. Because you hired a BPO firm, this third-party service provider is obligated to produce results. Not only will they gain a long-term relationship with you but also because you have a contract with them.
To help you better understand the benefits of outsourcing the lead generation and sales functions of your company, here are some more reasons why you should do so. Outsourcing will save you manpower and training costs that you would have otherwise spent by keeping things in-house. Imagine having to hire a new lead generation and sales team? If they become regular employees, then you will also have to shoulder the burden of extra taxes, additional employee bonuses, and added office space and equipment. Outsourcing negates all these costs because a BPO company already has the equipment and infrastructure plus skilled and trained workers to do the work for you.
As aforementioned, the right third-party service provider is already highly skilled and trained to accomplish the task. Hiring a trusted BPO firm with a proven track record enables your business to have expert guidance from people who already know how to succeed. It would be daunting for your existing staff to utilize a new sales tool or software for the first time without training. However, through outsourcing, your sales team would not only have the opportunity to focus on its primary work tasks, but they could also gradually learn the latest trends and technologies from your service provider for future reference. Outsourcing your lead generation and sales activity will allow your in-house staff to concentrate more on closing deals and developing long-term relationships with existing customers. With lead generation already out of their workload, your own sales team can now focus on market research and client satisfaction. Moreover, your marketing team will also benefit as they can focus more on building a stronger brand presence in your niche instead of helping out in getting leads.
Outsourcing suppliers utilise the best lead generation and sales tools on the market. Below are some of the core sales tools, for the leaders in the field.
We outline some of the most commonly outsourced lead generation and sales roles. The Philippines now offers some of the best sales expertise and can be at a fraction of the cost to ‘Western’ equivalents.
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The Source Superstore offers the widest range of productised outsourcing services. The Superstore offers incredible packages, supplied by some of the best companies in the industry and offer market-beating discounts.
The Source Superstore offers four pricing tiers for easy navigation and comparison. With the Superstore, you get a precise service, delivered within a distinct timeframe, for a clear price.
|Great starter packs||Deeper deliverables||Done-for-you packages||Advanced outsourcing insight|
|Save up to 30%||Save up to 35%||Serious savings||Comprehensive deliverables|
|Huge range of services||1 month OA support||1 month OA support||3 months OA support|
|Shop $199||Shop $599||Shop $1,299||Shop $5,999|
The Philippines is considered the ‘Swiss banking of outsourcing’. The country has been outsourcing longer than any other nation, so it has incredible expertise in the area, plus it has incredible cultural alignment with the ‘West’, a very young and well educated population, and English is a native language.
There are several different ways to get outsourced work done, and hiring a BPO company is just one of them. Another way to do it is to employ freelancers through an agency or directly hire an individual freelancer via his personal online site. These routes can be hard because you have to do a lot of research to find the best outsourcing websites and freelancers available.
However, there are also websites that make the search easier. Websites, such as Upwork, cater these individual and agency freelancers. These websites act as a marketplace that sign up individual and group freelancers all over the world. Companies who need to outsource portions of their operations can visit them and look for third-party service providers that could accomplish their requirements. Some of the most common outsourced jobs for individual freelancers are content writing, creative writing, product description and reviews, virtual assistance, and encoding.
If you want to work with an individual freelancer, then you can choose to do that. Working with an individual lets you have direct contact with the person when it comes to project development, project timeline, and payments. Workflow is easy with straightforward communications.
You can also choose to hire someone from an agency. Going this route means that you are given a contact person from the agency, and they will provide you with the staff that you need. Payments and complaints, if any, are coursed through the agency’s point person assigned to you.
The BPO company route may be slightly expensive than the other options, but you make up for those expenses with guaranteed returns. In BPO firms, you can be sure that you are working with highly-skilled professionals in their fields of expertise. Meanwhile, you are not certain about the skill level of your service provider when you hire a freelancer directly or via an agency.
Each outsourcing route has its own pros and cons, and so choosing the best option for your business depends entirely on the risk you are willing to take. The table below shows a comparison of these different outsourcing routes and some of their features.
|Verified Outsourcing Partner||✔||❌||❌||❌|
|Backup and Security||yes||varies||none||minimal|
|Trained and Skilled Professionals||guaranteed||varies||uncertain||uncertain|
Seat leasing and staff leasing are two other forms of outsourcing. However, they are quite different from the comprehensive outsourcing offered by BPO companies.
Seat leasing means renting a workspace or “seat” for a fixed sum each month where your employee can work on his tasks. The best seat leasing providers can offer you warm seat leasing or cold seat leasing options. Warm seat means that the space lender will also provide you with the staff that will fulfill your requirements. In cold seat, you have to find your own employee and rent the space only. Seat leasing would be ideal for startup companies that do not have that much capital to hire regular employees. It is a cost-effective way of getting some of your operational tasks done while you focus on running or promoting your business. The temporary nature of seat leasing is also an advantage since you get to further grow the business before investing in actual office space and equipment.
On the other hand, staff leasing means that the outsourcing company will provide you a set number of employees for an agreed number of days. Basically, it is almost the same as BPO outsourcing, but the length of outsourcing time or contract is quite short.
Staff leasing allows you to gain the benefits of having skilled employees anytime you need them without going through the hassle of recruitment, payroll, benefits, and other human resource concerns. The best staff leasing companies already have a talent pool where they can pluck out the specific skilled worker that you need. You only need to approach the leasing company, inform them of your requirements, and they provide you with the right staff to accomplish your goals.
Comprehensive outsourcing, also called complete outsourcing, is much more all-encompassing in nature as compared to the previous two. The BPO company is hired to manage all of the processes and activities for a certain operational task you hired them for. All aspects of that specific task will be managed on your behalf, virtually eliminating your need to allot time and resources to it.
There is only a thin line differentiating comprehensive outsourcing from staff leasing. In simple terms, staff leasing companies provide you with manpower primarily while BPO firms help with operational processes and other tasks as well.
The table below shows the difference between comprehensive outsourcing, seat leasing, and staff leasing.
|Comprehensive Outsourcing||Staff Leasing||Seat Leasing|
|Skilled and Experienced Workers Provision||yes||yes||n/a|
|Recruitment and Training||yes||varies||n/a|
|Payroll and Benefits Duties||none||varies||n/a|
|Hiring or Contract Duration||varies||varies||transient|
Outsourcing can be integrated into almost any business, in any business sector. Virtually any business function that can be done from in front of a computer monitor, can be outsourced. There are some more commonly outsourced roles though, and it might be wise to start with these roles first. We outline some of those here:
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