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Five Things You Need To Know Before Buying A Business Lead
from:Author: mark vurnum
Article:
Finding new business leads is a hard task if you don't know how
to do it. There are so many methods to getting access to
apparently targeted business leads, yet upon my experience very
prove to actual do what they promise, deliver me more business
leads.
So what should you look for when you buy or generate your own
business leads?
I have the following shortlist:
1 - A Lead is not a lead until it's raised its hand and
requested information.
Too often companies that sell these targeted leads are merely
just selling you names, emails etc that they have got off a disc
from one of the big directory companies such as 192.com. They
have not been marketed to about what you have to sell and have
not expressed an interest in buying that product. Unfortunately
there are too many companies that sell this type of data that
turns out not to even raise a sale if you buy it.
2 - The business lead should have already bought something
related to what you are selling.
This point is crucial. If your lead has already bought a related
product or service then it is highly likely that they will be
happy to hear about and possibly buy your product. There are
very few companies that actually sell this data. The best way to
get access to this type of data is to list a number of related
businesses to your product and then approach then to see if they
would let you contact their database and via versa. By doing
this you are achieving a couple of very valuable things. Firstly
you are adding value to your business be accessing for little or
no cost a whole group of new business leads and secondly you are
forming a good relationship with another business that you can
later promote your products together in bundles or specials.
I use this method time and time again to gain access to more
business leads and it is highly profitable and always delivers a
consistent stream of more business leads.
3 - Always ensure that the business lead is fresh
Too often data sold is months or years old. If someone signed up
for an offer on a home improvement website 12 months ago it is
likely that they have now completed all the work they wish to
do, so if you buy the lead and want to sell your home
improvement loans then it is unlikely you will get any new leads.
Timing is crucial in converting prospects to leads and leads to
sale. The fresher the data the greater the chance that it will
convert into a business lead. Always check the sell by date of a
list as to when it was last sold to or communicated with, this
will also help you by not wasting money on a dead list.
4 - Cheap business leads are just that cheap!
Be warned if it's to good to be true, then it's likely it is. If
you get approached to buy leads for $1 a time that are
apparently highly targeted and ready to buy, walk away. In my
experience the minimum cost of a quality lead starts at $10+.
Anything less that this means that the data is poor and probably
has been scrapped from someone or somewhere and will not deliver
you more business leads.
Always ask for references before buying any data. Any reputable
company will be able to put you in touch with satisfied
customers of theirs to confirm how good the data is. If they
can't then it is likely the data is poor and won't produce you
any more leads.
5 - Ask how they develop the business leads
Ask the company what methods they use to generate the leads they
sell to you. Do they use websites, telemarketing, advertising,
competitions etc? By knowing how they generate the data will
help you get a better idea of how to approach the business lead
to get the best possible result. If for example they have been
generated online, then contacting them via email would be best
as they are used to that medium.
All in all if you are looking to generate more business leads
then you need to use common sense and stick by the points I
outlined in this article. If you do then your lead generation
will be successful and you will get more business leads into
your business. So don't take any chances with the data or leads
you are buying. Ask the right questions to get the answers you
want, if the lead company can't deliver or answer what you want
then approach another one as there are thousands of business
lead companies out there.
About the author:
Mark Vurnum is the director of morebusiness leads, a company
that specialise in developing a
your business. Visit the more business leads website now to
discover how we can change your business by delivering more
targeted leads to you.
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