The other day I got a call from a company offering me Lead Generation Services.
Since this is our core offering — I couldn’t help but go along with the Caller….so I asked a few questions:
Me: “Good Morning this is Cheryl. How can I help you today?”
Company A: “I’m calling to offer you an opportunity to get qualified leads.”
Me: “Great! How do you determine if it is QUALIFIED?”
Company A: “We run various programs to ensure we are talking to the correct person at the correct company.”
Me: “Really? Did you run that program to target me?”
Company A: “Yes we did!”
Me: “Are you calling me from a home or an office?”
Company A: “My home — but we are attached to our head office. They are lots of us scattered across the country.”
Me: “Hmmmmm — so what does my company do?”
Company A: “Ummmmmmmmmm”
Me: “Well- you said you ran your program to target me. So what do we do here at Idea Factor?”
Company A: (furious key strokes) “…oh — it looks from your website that you offer telemarketing services for lead generation…”
(Sound of dog barking)
Me: “Ahhh– yes. We actually compete. So I’m not really qualified am I?”
Company A: “I guess not…”
Me: “Where did you get my name from? Did you buy a list?”
Company A: “Yes — we have a big list and I just start at the top and work my way through”.
Me: “I think we are done. Do you?”
Company A: “Sorry Mrs. Cappellano. Good bye.”
I couldn’t help but laugh when I got off the phone. I felt sorry for the woman that called me and even sorrier for the company she works for because my image of them — is definitely not what they want it to be. Targeting a company that is your competitor is pretty bad — but hearing a dog bark in the background is over the top.
If you are considering out-sourcing your lead generation — here are some things to look for:
- Number of years in business?
- Location of out-bound call team?
- Are they supervised?
- Can you listen to a soundfile?
- Can you approve the script?
- How do they pre-qualify before calling?
- Where do they source their lists?
- Can you own the list after?
- What happens if the meeting is cancelled?
If you are happy with how these questions are answered — you should get some great leads for your pipeline. Paramount to any initiative is making sure that your brand will be not harmed in any way.