What are the Pros and Cons for Outsourcing Lead Generation and Sales Appointment Setting Services?

Nov 01

Should Customer Support be a Part of Customer Success

“Should we outsource, or keep in-house?” That is a common question that we find popping up throughout the web. Before we continue, we would like to clarify what we mean when we mention outsourcing lead generation - we’re talking about transferring the entire process to a supplier outside of your company. You set goals, and in return, you’re going to get leads.  

In-House Workers

For most businesses, establishing a lead generation process within a company sounds like a good idea and yes, having a strategy that is accumulated by your own team has its own advantage. Plus, company management will have total control over the situation and you will be able to monitor and adjust the employee’s workloads as you feel fit. In addition, your workers will have a better understanding of the products and services you’re selling than an outside supplier would.

At the same time, when it comes to in-house workers, there are going to be some drawbacks …drawbacks that you’re going to want to take a step back and analyze. For starters, the company management will be bearing the risk of inaction of their employees. There are a variety of reasons the employees may behave like this – problems with marketing pieces, an irrelevant marketing tool, low skills, laziness or an inaccurate target audience. Where there are humans, there will be human factors and those add ricks – an employee may retire, an employee may get sick or go on a vacation – and that is when the search for potential customers stops.

Outsourcing Lead Generation

Outsourcing lead generation and sales appointment services will save time and afford – you won’t have to put this load on your in-house staff. Sure, the in-house staff may know your company from the inside, but that doesn’t mean the team you’re outsourcing team can’t familiarize themselves with it. With outsourcing this task, a company will be able to put more focus towards closing sales and they won’t be distracted by added energy and time spend finding new potential customers and helping them.

Yes, just as with in-house, there are some pitfalls to outsourcing. As mentioned in the paragraph above, the staff of the outsourcing company will have less inside knowledge on your services/products than your in-house team does. Over time, the knowledge needed will grow, so you don’t have to worry about that. On another note, the outsourcing agency may only specialize in one method of lead generation like telemarketing or advertising. Last, you won’t be able to watch over every single employee like you could if they were working in your building.

In-House Pros and Cons

Pros

  • Full Control Over a Situation
  • Ability to Track Teams Work
  • Full Control Over a Situation

Cons

  • You’re Responsible for Your Employees
  • The Cost
  • Need to Motivate

Outsourcing Pros and Cons

Pros

  • No Human Dependency
  • No Extra Costs Spend on Workstations and Office Space
  • Increased Focus on Closing Sales
  • No Need to Create a New Business Unit

Cons

  • Outsourcing Agencies Employees Have Less Knowledge
  • Won’t be Able to Monitor Every Employee

Conclusion

Taking a step back and looking at the pros and cons of outsourcing lead generation and sales appointment services, it’s obvious that outsourcing is the best approach.