The most important factor for creating leads for your outsourcing company.

Companies that do B2B have a very different attitude than those who do B2C. Unfortunately, this attitude is not a good one. When I personally call outsourcing companies, they rarely answer their phone. If they do answer, it is usually a lower level employee who doesn’t communicate well, or who doesn’t know anything. Most companies out there only want large customers and don’t want to bother with small companies like mine. The general attitude of outsourcing companies out there is — we want more money, but we don’t even want our existing customers. In the real world, you can’t make money without having customers.

“We chase projects — not dollars”
One company told me that they chased projects, not dollars. Unfortunately later on I realized that they enjoy projects, but hate customers. I think I need a company that chases customers, not dollars, but finishes projects on time. Hmm.

A seamless experience
What gets B2C companies business should be considered in the B2B world. B2C companies thrive when they offer a seamless, glitch-free, teflon, no friction customer experience. Amazon‘s 1 click ordering is an example of how the most thoughtful professionals handle this concept. Most outsourcing companies out there offer maximum friction and dysfunction at every step of the process not to mention talking to (or being brushed off by) anti-social people who may or may not be responsible enough to complete your work to your satisfaction.

How to create that experience
The process of finding qualified leads is up to a good marketing department. You need to find people who are in high positions in companies who hire programmers, data entry clerks, call center agents, etc. Once you have found them, the key is to not ruin what comes next. Is your website informative? Does it make it easy to know what you do, and all of your specialties such as chat support, SMS messaging, and technical support for HP products? Or does your site just ramble on about how you offer the highest quality of BPO services, and refuse to let people know what those mystical BPO services are? Many companies out there just ramble on for paragraphs about how they adhere to the highest of standards, but don’t mention anything specific that would make me want to hire their company. Your site needs to have a very elaborate services page, FAQ page, contact us page with all applicable contact numbers, contact forms, email address(es), phone numbers that go to people who actually answer their phones, as well as photos of your staff, building, and perhaps a map of your location so people can mentally place you.

The next step is being personal
These days, people normally visit your web site or social media sites to size you up. If you pay special attention to both, then you will have made a good impression on your leads. The next step is to actually talk to people. If you make it easy to talk to an informative human being, and make it easy for people to get their work done with you, you will be on the right track.

That’s all for now. I’ll leave the rest to your imagination.

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