For the internet, Independence Day can mean one or two things. You had the regular 4th of July but you also have the 1996 movie of the same name. And with constant rumors of a sequel, it’s not a film that’s easy to forget.
Yet, that’s exactly why both the film’s legacy and message applies to global B2B marketing and outsourcing.
Focus is a lot harder to come by when your brain is tired. It’s harder to make connections, grasp concepts, and ultimately creates regrettable decisions more often than not.
How much worse when that brain represents your entire B2B lead generation process? This process is all about creating and maintaining strong relationships with prospects (even after they convert into customers). That means you’ll need all the talents and manpower necessary for successful B2B marketing. Unfortunately, you can’t always muster enough of these resources at a time. And if marketing’s not even your niche, that’s all the more likely.
Those new to the idea of outsourced lead generation don’t always know enough about what the real perks are. They also have a loose idea of how little control they may seem to have over their sales leads and appointments.
The truth is the benefits of outsourcing any process are universal. Businesses big and small even outsource more than one in order to multiply this advantage.
Summer usually means people heading out to the next tropical getaway. But increasingly, people are still finding themselves at work even on vacation. Throw in addictive internet technology, endless streams of notifications, emails, and calls. Is this what you’d call unplugged? Unplugging from your lead generation campaign doesn’t automatically mean the end of it if you’re prepared to put in safety measures and resist all forms of temptation to keep checking on in the office.
Sure you have the occasional emergency. But how can you call it occasional when you’re expecting it more than half the time?
Give advance notice, including to outsourced companies – If you’re working in any sales position, let your marketers know in advance that you won’t be making any appointments for an extended period of time. If you’ve outsourced your lead generation and marketing processes, it might even be better to let them know weeks before you take off. On a side note, get them to set some appointments for you in advance as well so that you’ll have some work when you get back.
Get your current workload done – By the time you get back, you obviously wouldn’t want any unfinished work piling up on any new tasks or engagements. Therefore, finish as much as you can. You can stop your lead generators from setting appointments after a certain date but why cancel the ones they’ve already qualified?
Have only one emergency contact – You’ll need someone to stand guard over your emergency to number. Why? Well obviously to make sure it’s only used for emergencies. If you expect such emergencies to happen more often than not, then something is seriously wrong with your contingency plan.
Leave a decent message behind– Create a sort of response template that your marketers and appointment setters can use to explain your absence. Your prospects already do the same with their gatekeepers so why should you be any different? On the other hand, make it more polite and have it express your eagerness to do business once you get back.
Disable all other channels – If you really want to a bit extreme, eliminate all other means of contacting you from work. Make it so that the emergency contact is your only means of communication.
You’d want to make the most of your vacation so it’s only natural that you’d go and try to remove all sorts of work-related temptations. But perhaps the real thing you need to resist is the tendency to worry about the worst while you’re away. Create your contingency plans without it so that you won’t have it taking the place of your vacation ones.