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Buying Leads From Database Companies

March 30th, 2010 Posted in Telemarketing Tips

Sales prospecting is employed to develop appointments with decision makers of your target client or at a minimum send them a proposal and your brochure. The first steps in the sales process are to determine your target market, develop a list of business leads, and start cold calling.

Define Your Target Market
To define your target market, you need to ask yourself a few questions about what your ideal customers look like.

  • What geographic areas are you able to service effectively?
  • What industries have a need for your product or service?
  • What size of company typically uses your type of service?
  • Do you usually work with headquarters of large companies or owners/managers of single locations?
  • What is the role/title/function of the decision-maker in your sales process?

    • Buy Leads
    If you stick with it, you can imagine your telephone as a slot machine. If you put enough quarters in, sooner or later you’ll score the jackpot. Sticking with that theme, think of the leads you buy as slot machine tokens. Buying leads from one of the major sales leads companies is fairly easy once you’ve identified your target prospects.

  • Define the countries, states, metro areas, cities, or neighborhoods you want to target.
  • Select the industries that you want to focus your cold calling efforts on. Most sales databases use NAICS Codes or SIC Code categories to define industry verticals.
  • Identify the size of the company that you want to target. You may look at the number of employees, the annual revenue, or the location size in terms of square footage. You can also try to target companies with significant sales or headcount growth.
  • Identify the location type (HQ, division HQ, single location).
  • Define the role title or function of people you are trying to reach

    • Once you have made all of your selections, you’ll be able to purchase leads from your preferred database provider. On the other hand, if you’re not sure which company to buy leads from, you can get 100 free leads to trial one of the leading providers, Info USA.