Should You Outsource Your Inbound Lead Qualification and Demo Management?

Outsourcing customer success has shown impressive results in SaaS companies that have decided to give it a try. At Dunk Services, we handle demos, customer support, onboarding, and churn reduction for you. With a 24-hour team, we engage all the visitors on your site and convert them into sales. We provide VIP treatment for every sign-up and aim to convert more trials into paid plans. Our goal is to make sure that your trial customers make the most of your product long enough that they won't want to leave, and when they do, we work to win them back.

Why Outsourcing is Beneficial

Having an outsourced team allows you to focus on product development, as you have a trusted team dealing with your customers with the same level of attention you would. So, yes, it is a good idea to outsource a support team to run your demos and inbound sales. As long as you team up with an experienced and skilled team, there's nothing to lose.

Outsourcing Viable Options for Lead Qualification and Demo Management

There are some processes you can consider outsourcing to third-parties. However, it would be best not to give away the entire sales funnel to the agency. Instead, you can implement automatic lead qualification through a lead academy with quizzes. Here’s how you can create your own academy:

1. Determine Your Target Audience

Choose a target audience for the course. This could be your entire audience or a specific segment of it—marketing specialists, agencies, athletes, hotels, banks, or others, depending on who your target audience is. The key is to identify a group that is likely to benefit from your product or service.

2. Identify a Problem or Question to Solve

Find a problem or question that you can help your target audience solve. For example, "How can I always have information about my clients readily available?" for a CRM platform, or "How can I lower employee turnover rates?" for HR management software.

3. Create Relevant Content

Create content that answers this question or presents a solution to this problem. Often, part of this content already exists on your company’s blog, in your Help Center, or in whitepapers. For the first course, 8-10 lessons should be enough, with each lesson consisting of one page of content, text, images, screenshots, or videos.

4. Put Together the Course

Assemble the course from the resulting content. Clearly define the target action you want learners to take at the end of the course, such as requesting a demo, registering for a call, or purchasing your product.

5. Launch the Course

Show the course to your current visitors and customers. Announce the launch of a free course on a topic that’s important to them by adding a link in the footer of your site or sending emails and social media posts. Use the course to find new clients by visiting sites where your target audience spends time and offering solutions to their problems, always including a link to your course. A course is generally perceived as more valuable than a blog or whitepaper, making it an easier sell.

6. Process New Leads

Put in place a process for entering information about learners for your sales and customer success teams. It is essential to track how many courses a learner has gone through, which materials they have learned, and at what point they stopped their education. Your sales specialists will be able to sell better, and your customer success team will make customers happier.

By implementing a lead academy, you can efficiently qualify leads and manage demos in a cost-effective manner without sacrificing the quality of customer engagement. Outsourcing parts of the process to an experienced and skilled team can help you streamline your operations, focus on product development, and ultimately, grow your business.