Lead Generation Melbourne: 5 Hard, Proven Checks

The market for lead generation melbourne businesses buy from is small enough that most providers know each other and large enough to hide a lot of resold work. The five checks below separate them in about an hour.

Two of the five are specific to operating in Australia, and the spam one has real financial consequences rather than theoretical ones.

1. Find out who actually runs the lead generation melbourne work

A good proportion of the agencies selling lead generation melbourne buyers see subcontract delivery offshore and keep the account management locally. That is not wrong by itself, but you should know it before signing rather than discover it in month three.

So ask where the team sits, in which time zone, and who your weekly contact is. Moreover, ask whether the person running it has worked in your sector before or is learning on your budget.

2. Ask what they know about the Spam Act

Australia’s rules are stricter than the American ones and the penalties are real, which changes how lead generation melbourne campaigns have to be run. Unsolicited commercial electronic messages require consent, accurate sender identification and a working unsubscribe, and the regulator does enforce it.

Therefore ask any lead generation melbourne provider what their consent basis is, in plain words, and who signs it off. Consequently a confident wrong answer is a worse sign than an honest uncertain one, because the liability lands on you.

3. Ask any lead generation melbourne provider for fifty rows

The list decides the result more than the copy does. A bought database, a scraped export and a researched account list behave completely differently, and only the third survives contact with a real market.

However the Australian wrinkle is size. The addressable market for most B2B categories here is a few thousand companies, not a few hundred thousand, so a provider planning on volume will exhaust your market in a quarter and leave it annoyed. In short, ask how many accounts exist and what happens when the list runs out.

4. Agree the qualification bar before week one

A meeting with somebody who cannot buy still appears in a lead generation melbourne monthly report. Because of that, write the bar down first: the function, a problem the prospect named themselves, and a reason it matters this quarter.

Furthermore, give your own rep a documented right to reject a meeting with a reason, and review the rejections fortnightly. Any lead generation melbourne provider who resists a rejection mechanism is protecting the number you pay against.

5. Settle who owns the lead generation melbourne data at the end

Nevertheless the check almost nobody makes is the one that costs most later. The researched list, the reply history, the sending domains and the sequences are assets you paid for.

Get it in writing that they transfer to you within thirty days of the contract ending. Because the market here is small, you may well want to run the same list yourself afterwards rather than start again.

A fair first engagement

Ninety days, a named account list you have seen, a written qualification bar, a weekly number rather than a monthly report, and a break clause. Lead generation melbourne providers confident in their method accept those terms without much argument.

One thing worth saying plainly before you judge any lead generation melbourne pitch, including ours: we do not currently have an Australian client in our portfolio. What we do have is the method and the numbers from running this at volume elsewhere. Our four LinkedIn outbound accounts turned 5,076 invitations into 1,086 replies and 370 booked sales calls, with the counting rules stated, and the same approach is what we would bring here.

The law itself is worth ten minutes of your own time: the Spam Act 2003 is the primary source. Our B2B lead generation service sets out how we run programmes, and how to spot a real lead generation company covers the general version of these checks.