Lead acquisition is not the same as lead generation. While a lead generation process involves gathering leads by means of a direct contact with customers or potential clients, an acquisition process actually involves purchasing qualified leads. There are various advantages of acquiring your leads through an acquisition process and this includes fewer risks and a faster ROI. Here are some of these advantages:
In an ideal scenario, you will have qualified leads at your fingertips all the time. This is especially true if you do all the lead generation yourself, unlike what happens in the case of many outsourced lead generation firms. However, most of us don’t have this luxury and therefore must turn to other means to generate qualified leads on a regular basis. The process of lead generation is a more generic way of generating leads and as such it doesn’t necessarily require you to create a large number of new prospects on a daily basis, which can be time consuming and inefficient.
Lead generation can involve several different activities including creating a lead capture page, emailing leads, prospecting them and telemarketing them. You could also use paid advertising or viral strategies. As mentioned, there are pros and cons involved with each method. Some methods tend to be more effective than others but no method is perfect.
There are some drawbacks to lead acquisition that you should be aware of. The first drawback is that qualified leads are usually hard to come by. For example, if you were a real estate agent looking for leads on a particular home, it would be very difficult to locate people who want to sell their homes for whatever reason. This is one of the reasons why telemarketing has been used so successfully. By using cold calling, you can easily obtain lists of interested leads without having to spend a lot of time on building a relationship with each of these people.
In terms of time, lead generation can be considered less efficient than direct sales. On the one hand, you won’t have to wait for someone to call you and ask you if you’re interested in buying a house. You can simply take a quick look at your list of leads and let others know that you’re available. On the other hand, when it comes to real estate agents, you might have to set appointments with potential clients in order to generate leads. When it comes down to it, lead generation takes up a fairly significant amount of time and energy.
One way to save time and energy is to work with a lead generation company. A lead generation company will typically buy your leads list from you, then they will contact all of the leads that they can find. This process often takes less time because there isn’t a huge volume of contacts. The biggest advantage to this method is the number of leads that you will potentially purchase. You may only be required to pay a small fee to these companies, rather than paying thousands upon thousands of dollars to develop your own lead list. It’s certainly worth investigating this option if you need some help with lead acquisition.