FAQ Series: What Is My ROI With Lead Generation?

Posted by LinkedSelling in B2B Lead Generation & Sales Development

The reason people and companies invest in anything is for a chance to see a positive ROI in some sense. Whether that’s in stocks/bonds, a child’s education, branding, or in lead generation.

When it comes to lead generation, we understand that you want to know what kind of ROI you can expect. Unfortunately, like any other investment, there is no exact guarantee.

However, we wholeheartedly believe that our systems are the most effective way to see consistency and predictability in your pipeline, and will not only allow you to scale up the lead volume as needed, but to ultimately give you control over your lead generation, the first step to sales and increased revenue.

Having said that, this post will address some common questions we hear from companies interested in our systems. The theme: ROI.

Let’s dive in…

What is my ROI on this?

While we’d love to answer this question with an exact number or formula, there is no way our conscience will let us do that. Why?

Because it simply doesn’t work that way. 

  1. There are so many factors outside of our control that affect how the market responds, from your branding restrictions, your offer, to the audience/offer match, to your sales process and more. (Read more about this here.)

Which leads to…

  1. We aren’t selling on your behalf. We are building, executing and optimizing a lead generation and sales development SYSTEM to get leads on your calendar. This is how we partner with you: we generate the best quality sales opportunities we can on your behalf, while your sales team takes over from there.

Having said that, we do offer sales resources and will work with you to smooth the transition between our lead generation process and your sales process. For an example of how this worked for one of our clients, check out the full case study here.

How will I know if it's working?

Excellent question.

We are very results oriented and insist on being on the same page with you every step of the way. In order to do that, in our onboarding process, together we will identify specific Key Performance Indicators (KPI’s) that will allow you to measure whether or not the systems are working on your behalf.

We also have been known to take the time to sit down with you and, line-by-line, go through the data to determine where any bottlenecks lay and brainstorm with you how to move forward. As one of our core values states - we are Linked. In other words, whether it is in our collaboration with clients and partners or the support we provide for each other. Our wins and losses are felt collectively. And regardless of the relationship, we work together to push all who are around us to get the best results possible.

The result? A long term partnership that gives you control over your pipeline, provides you with increased sales opportunities, and therefore, increased revenue.

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Schedule a strategy call with our team to get more qualified sales appointments

Will this work with my business? Have you had success with similar companies?

ANOTHER... Excellent question. 

We have worked with many, many industries utilizing either our outbound lead generation or social media ads management - or both - to fill sales pipelines. 

If there is a chance that we think our approach will NOT work for you, we will say that outright. For the most part however, we are able to get results for companies selling within the B2B space.

To see some of the varied industries we’ve worked with, scroll down on this page.

Are these typical results for other clients just like me?

Like embarking on a workout regimen, there are steps to take that produce results. But the key to success is commitment to the behavior that results in weight loss.  If you workout everyday, but still over-indulge in fried foods and unhealthy foods, it’s unlikely you’ll see improvement. 

Lead generation is similar… execute the steps proven to be most successful in marketing to - and setting appointments with - quality prospects… and you can most likely expect to see consistency in your pipeline and on your sales calendar.

Clients who see lead generation as a process instead of a one-time item to check off the list are the ones most likely to see success. That’s because they realize the value in a robust, multi-channel system, and how it takes time to test and optimize. The best part is that the more the system is optimized, the more results you see for the same amount of time, effort, and money spent.

However, it takes time to build the machine and then optimize it. 

If you’d like to see some of the successful campaigns we’ve worked on on behalf of our clients, again, scroll down on this page.

What if I get a lot of appointments
but I don't get any sales?

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Respectfully, we’d say that’s a better problem to have than not getting ANY appointments! If you’re in that position then you’ve already solved a MAJOR problem a lot of companies deal with on a daily basis. You’ve got the leads coming in, now you just need to close them.

There are two approaches to this…

  1. The leads aren’t a good fit.
  2. Your sales process might need some revamping.

In general, once the leads start coming in and the system starts giving you appointments, you’ll want to take notice where the bottlenecks are. 

We are happy to sit down with you and go over the leads line by line to determine the quality of that lead, and where we lost them. 

Was it after the first appointment? Why?

If that’s the case, it might be indicative of a bottleneck within your sales process.

Were they not a Marketing Qualified Lead to begin with? If that’s the case we need to adjust our targeting and possibly our message.

We insist on doing our absolute best to help you see the results you need. This is why we believe in transparency and take full responsibility for where we can improve. In some cases though, after going line by line, it becomes obvious that the leads fit the marketing criteria agreed upon, but that they get lost somewhere in the sales process.

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Does it make sense to talk ROI?

ROI is the biggest factor for any inititiave within a company.

If you have more questions about our lead generation and sales development systems, how they work, what it looks like to partner with us to strategize and execute them, and whether or not our approach is a viable option for you both in terms of ROI and leads generated - let’s talk!

In fact, schedule a free consultation with our Director of Client Strategy below. 

Together, you’ll analyze whether your industry, offer, prime prospects and our our systems will have synergy and produce the kinds of results you’re looking for.

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