Get a Quality List for B2B Lead Generation

Posted by Helen Steidinger on Fri, Nov 18, 2011 @ 05:40 PM

Once you have specifically defined your target audience for your lead generation program it is critical that you have a good quality, electronic list.

There are many, many list companies out that that wish to sell lists.  Be careful that you don’t just buy the cheapest list and get a bunch of contacts who are no longer in business.

It isn’t unusual to have some “bad contacts” on the list but they should be minimal.  If the list company can’t provide a 90% deliverability rate, then you should probably search for another provider.

Be sure to ask about the available criteria to select your list.  Being as selective as possible to your target audience, the better chance you have of reaching good leads.

Some criteria which may be helpful to ask for – depending on your target audience:

Geographic
Industry (SIC code)
Sales volume
# of employees
# of PC’s
Home based business/not
Contact title (ie CEO, Vice President Operations, IT Manager, etc.)

Depending on your product or service, the contact title can be very critical.  Being specific can make your campaign much more productive and profitable.

Also, request for the list in electronic format (ie .csv or .xls).  Getting it in .csv format will allow you to import the contacts into pretty much any spreadsheet or contact management software which will make for a much easier campaign.

The software system you use can also be very important to the success of your lead generation program.  We can help you with some of the pros and cons of many systems.

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