Frequently Asked Questions
- Lead generation
- Appointment setting
- Customer “win back” campaigns
- Market research
- Event promotion and outreach
With over 30 years’ experience, we have worked across a diverse range of industries. We are experts at messaging and building value propositions that inspire audiences to act. These principles are consistent regardless of industry. We leverage the best practices from each industry to add value to our current B2B campaigns.
People buy from people, so we reach out to prospects directly primarily via telephone. Once we have their permission to contact them by email (which is required by anti-spam legislation), we supplement the phone call with a collateral package. Social media is a unique channel, so we can recommend partners who are subject matter experts, have established track records, and have worked with us before.
Over 30 years, we have developed a proprietary process for lead generation and appointment setting. It begins with building a solid business case that will give the campaign an achievable ROI. Our process involves:
- strategizing to determine campaign metrics
- using the client’s database or custom building one in real-time with our Zoom Info Head of Research
- building a custom messaging package of script and email collateral
- introducing the client to our dedicated calling team before the campaign begins
- holding a training and orientation session with the team before the campaign commences
- providing daily call reports from your Client Success Manager
- holding weekly conference calls with the calling team.
No, we don’t. While seductive on the surface, pay-for-performance places too much emphasis on the quantity of appointments rather than their quality. This creates an overly aggressive caller, so the provider maximizes their revenue. Disputes will arise over whether the appointments are properly qualified or not. Pay-for-performance companies usually charge a large up-front retainer and then a high cost per appointment. LGI concentrates on quality appointments and representing your brand with integrity. We’re more interested in helping prospects buy, especially for more sophisticated solutions.
Each campaign is unique, and many factors influence results – most importantly, how compelling is the value proposition? For new clients, we always recommend beginning with a Test Pilot campaign so we can establish metrics such as connection and conversion rates. While we strive to generate the maximum return, we also ensure that we are ready to facilitate and process the leads and appointments generated. In our mind, it is not a successful campaign if we just generate prospects; the conversion infrastructure must be able to service the volume.
Yes. Our monthly programs include a negotiated guarantee. We use the historical data from the Test Pilot or previous campaigns to establish an achievable baseline for the campaign that gives our clients a solid business case.
All of our Lead Generation Specialists are based in Canada and the USA, across all time zones. They’re also proficient in English, French and Spanish. When we are contracted for a campaign, we use a Lead Generation Team that is familiar with the target market and the language and culture of that region. You will get to meet the calling team prior to the campaign start.
We’re glad you asked this question, because it means we’re on the same page. When we put together a team to complement and support your sales team, we don’t just give them a script and a phone. We train them on your company history, your values, and your culture. Our callers go through an extensive training program and must successfully complete a dry run before they ever interact with a customer. We make sure your company is represented the way you want it to be. Our goal is to ensure that all prospects have a positive experience with our callers, even if they aren’t interested in the product or service on offer.
Using LGI for targeted telemarketing is an excellent way to preserve your operating capital. Rather than taking on more overhead, our clients use our team for specific programs or opportunities that could be seasonal in nature. Outsourcing also lets you quickly and flexibly respond to market conditions without taking away from other dedicated resources. When everyone is focused on their core competency, you get a turnkey program that includes experienced executives, a professional calling team, dedicated project management, comprehensive reporting and support – all for a fraction of the cost of recruiting and training an internal team, which would represent a long-term liability.