Prospecting: Ways to Find the Real Decision Maker

July 19, 2012 by · Leave a Comment
Filed under: B2B List 

Finding the decision maker can be the most important step in closing the sale and the first step is to define the decision makers title.

In a larger company this could be a senior vice president, vice president or director. If you are calling small companies the person you want
to reach is often the owner.

This strategy also works when purchasing lists, once you have identified the appropriate this is a “no brainer” or titles:

1. Check the prospect company’s web site. This is the easiest way to find your prospect’s name. On the Internet, many companies today list executive and/or senior management by name on their web sites.

2. Ask the receptionist or the person picking up the toll free line. Dial the main number and ask the front line person who answers for the name of the person who has the appropriate title. Be prepared to throw out Keep suggesting titles until one sounds familiar to that receptionist.

3. Call the Chief Executive Officer. The theory: Executive assistants know everything. Call the CEO’s office and say, “I’m wondering if you can help me.” The executive assistant will more than likely point you in the right direction.

4. You can type a sequence of numbers until you find reach a human being. When you do, say “I’m wondering if you can help me?” Ask, “Do you have a company directory? I’m looking for Dr. Smith” When asked, most people are happy to help.

5. Ask a salesperson. Sale people are at least friendly and willing to help Call the sales department and speak with a salesperson. Say, “I’m wondering if you can help me.” Salespeople will understand and if they can they will help you. Tell the salesperson exactly who you are trying to reach.

6. Ask Customer Service for help. It’s what they do. Call and say, “I’m wondering if you can help me.” If the Customer Service representative does
not know the correct name, ask, “Do you have a directory handy?Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, eff

Find The Decision Maker

 

Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, efficiencies, and cost reductions systems.

I analyze competition to find their weaknesses and optimize my strengths. My experience includes finding leads, testing landing pages with Google AdWords, WordPress Web development and offline with list procurement, database marketing and direct mail expertise.

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Small Business To Business Opt-in Secrets

December 29, 2010 by · 1 Comment
Filed under: B2B List 

The truth about small business to business opt in List.

Once you know the truth about small business marketing opt in list marketing, here’s how one can benefit from employing the power of email marketing campaigns – creating your own small business marketing opt in list. Building a small business marketing opt customer database list isn’t always easy particularily for those lacking the know how. Postcards should be an element of your opt-in mailings in 2011 since it is known to lower costs and increase response

The pay-off can be huge once you are able to build a loyal following of happy paying customers that shop frequently, spend larger sums of money when they shop and they are fresh from a purchase. Be sure to follow-up with a postcard mailing since this could easily double your response.

Here are a few tips on how to win with an small business marketing opt in list email marketing endeavour.

1. Reasoned Collecting of Data and to make some money and to be profitable

Realizing which data to extract from your list will help you in lowering costs and achieving your ROI/or make sales flourish. Systematically create a system that rewards your visitors and encourages them to provide the info you need.

Make sure that the profiles that you gather are updated to aid in improving the relevance, timeliness and satisfaction from each deal you make. Make sure you are cross-selling and up-selling to increase customer life-time value.

The new year brings in setting goals and objectives for reaching your opt-in This easily translates to the difficulty one has to undergo during the execution of his or her email marketing efforts or postcard mailing. Stop thinking and start doing. It’s a good thing that numerous methods, usually inexpensive, abound to speed and facilitate the building up of one’s small business marketing opt in database.

Maintaining proper records of your small business marketing opt in database can pose a problem to some.Opt-in Technology and quality sources should be employed in making this function of your marketing more controllable. The best quality groups of opt-ins with the greatest results should be taken noted of.

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B2B Marketing Lists

December 17, 2010 by · 1 Comment
Filed under: B2B List 

Business to Business mailing lists is the best way of growing your small business on a regular basis.

Whether you are using direct mail marketing mailshot or telephone methods, website, or have decided on an email campaign, the use of well-targeted and accurate marketing lists may be crucial for the success of your promotion.

List Appending

Finding the time and the resources in your business to develop and thereafter maintain your own lists may not be easy – which is where the direct marketing services providers may be of interest to you. List appending by adding extra fields to your data for phone, email or web address are great enhancements. B2B Database Group can provide you with this information.

Once they have talked to you to determine your exact requirements, specialists like this can put together a list for you or update and cleanse you own list to help you to maximise the potential benefits for your campaign. This is the least expensive way to increase the value of a your customer database.

In addition to basic contact details like name and address, postcode, telephone and fax numbers plus email addresses, the information held on these lists can vary depending on the target audience.

If you are looking to contact consumers directly, details relating to employment and income, interests and leisure activities, loans and mortgages, insurances held and renewal dates can be very useful indeed to help you better target potential customers. B2B Database Group

For businesses hoping to reach other businesses, well-constructed B2B marketing lists can contain a wealth of information about the company – size, turnover, number of employees.

It is also very useful to have named contact points within the companies, so you can reach the right person and the one responsible for making the decisions. As an example, people may be more likely to open an envelope with their name on it than one addressed simply to ‘The Purchasing Manager’.

It is essential that such lists are regularly updated. Duplicate entries must be removed. People change job, get married, divorce and eventually, die. All of this key information, as well as mailing preference service requests, needs to be reflected in the lists. B2B Database Group

Mailer Preparing Lists

If you use the postal service your mailer will prep the mailing by with CASS and National Change of Address to ensure the accuracy of the delivery. This upgraded list can later be used to update your currnet customer records.

In some cases it may even be against legislation to send out direct marketing to those who have opted for a preferential service, particularly using email, so having this type of information to hand may be very useful indeed.

Wasting Money

It is in no-one’s best interest to send out information to people who are not there or who are just not interested. It wastes everyone’s time as well as your money and resources. So if you are hoping to run a successful campaign, you may find that using well maintained marketing lists can help you maximise the return on your investment.

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B2B Lists

December 13, 2010 by · 1 Comment
Filed under: B2B List 

Do the research

If you are in an industry that serves businesses throughout the nation, or overseas consider investing in high quality b2b lists. Most businesses spend little time researching the best list possible for their direct marketing campaigns. While there are several methods of networking and marketing in terms of business-to-business sales, many are saving time and purchasing a numerous amount of lists for direct mail, telemarketing and direct email.

Study the various providers offering high quality postal mailing lists and telemarketing lists to increase your profitability.

There are a number of different third party marketing companies promising they are the best in b2b lists. While most companies believe they are the best, this statement must be confirmed by the customer. Always research unbiased reviews posted on a number of different resources to verify a provider is as good as they state. This will prevent you from making an investment on lists that contain old information or duplicate contacts.

A reputable business-to-business list provider like B2B Data Group will offer extensive selectability for niche market targeting potential along with an extensive database of international emails that you could download now.

Depending on your business needs you should be able to narrow your results to the smallest possible niche up to the largest segments of the market. With quality and accurate phone numbers, emails and addresses, your business should effectively be able to identify and reach the top executives and professionals representing their business. By reaching the decision maker directly, you will increase your chances of closing significantly.

By looking at your very best customers the top 20% that have purchased recently, that have purchased online, that purchase frequently and they spend the maximum amount on each transaction. This becomes the profile that you clone for your next direct mail marketing program.

B2B prospecting has become a very profitable form of marketing in almost any industry. Whether you are in the publications industry, or insurance you will be given a number of different opportunities with high closing potential. Get in contact with your choice of medical professionals, educators, engineers, contractors and many more and focus on the growth of your business with effective marketing strategies

Don’t make these email Marketing Mistakes

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B2B Lists

December 8, 2010 by · Leave a Comment
Filed under: B2B List 

Keeping your business to business lists up to date

Like the economy and business the data in business to business lists – is constantly changing and should be updated as indicated.

Business evolves and people retire, get replaced and businesses close at a very rapid rate. This applies to the lists of consumers in the B2C and B2B marketing lists and business.

Keep the list updated and accurate the business to business list is more important than you think. With certification software that electronically updates address and business changes. The National Change of address also changes every day and needs to checked and updated each time you mail snail mail.

With email you need to record and change bounce backs and non-delivery and constantly updates changes. If you have a large customer file there are many service that can append with and updated email, phone and address change and the cost is minimal each time you do a mass e-mailing.

Companies that use telemarketing must comply with FTC regulations are tougher for consumer lists, You must register with the FTC and purchase SAN# on an annual basis at a cost of $75 dollars per area code.

Deduplication

Deduplication database that shows multiple entries for the same address. Multiple cards can be caused by incorrect data entry, responding to multiple viewpoints, or when lists are combined. Send more than one ad in the same direction, not only more expensive but it also seems very professional.

Direct Marketing Email Lists

Hoover’s Business Information has provided direct marketing campaigns with e-mail and mailing lists for over 30 years. With only the cleanest and most up-to-date data, Business Information at Hoover’s direct marketing resources can make all the difference in the success of your campaign.

Online Mailing Lists

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How To Pull A D&B List

December 3, 2010 by · Leave a Comment
Filed under: B2B List 

Build Prospect Lists in Minutes!

Quickly pull targeted lists for a campaign and you only pay for the data you need. Or just run some quick counts to test the market with an email campaign.

Simply enter your criteria online, run a count and download your list immediately. It’s that easy! Start by clicking on the banner below!LeadBuilder - 25% Off - 640x480 - (Your List, Your Way)

First: Select Country for example US and Canada

Step 2 Select the type of list would you like to promote to email, cell phone and snail mail for follow-up later? Select one or all

Step 2: Select the title for example department managers, purchasing agents, CEO

Step 3: Select industry: Is it manufacturing or retail select the specific SIC and add to criteria.

Step 4 View the list and look at your target count you can go back and adjust by adding Canada or other countries, adjusting titles to include more.

If you have questions feel free to call me for FREE!

I can help you with call me at 1 (888) 889-0552 Toll Free! for free consultation or email at timglittle@charter.net

Direct Marketing Mailing List Check counts instantly online 24/7.

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  • D&B Sales & Marketing – Build Prospect Lists – Developing solid, high-quality sales leads takes a well-defined approach. Hoover’s powerful, cost-effective online tools help you quickly and easily build accurate lists of targeted marketing leads from a universe of 65 million companies and 85 million contacts. With extensive, accurate information on more than 85 million decision makers, Hoover’s targeted list building enables you to find qualified leads, inclusive of email addresses and direct-dial phone numbers.
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B2B List

November 19, 2010 by · Leave a Comment
Filed under: B2B List 

B2B Prospects

When selling a product or service an accurate prospect list plays a major role.

Being sure that your list vendor cleans custom-built prospect business list helps in executing targeted marketing. When selecting a B2B list you need to be sure it is a mirror image of the very best customers that you already have in terms of freshness or how recently they purchased, the dollar amount they spend on average and the frequency they purchase.

Without an authentic list of prospects, all your sales efforts will be shots in the dark. Armed with a targeted list, a company can initiate its lead qualification and telesales efforts which further helps in shortening the sales cycle and generating a steady stream of revenue for the company.

Your 2011 marketing plan should include a fresh infusion of new customers to replace the previous customers that have expired from your database.

Prospect list development is the process of developing a clean list of contacts/prospects for marketing campaigns, telesales, and a host of sales related activities.

Cheap, bulk lists

databases are easily available these days. Such lists are used by every other company. Vendors who sell these lists hardly give data accuracy guarantee. 50% of such list has inaccurate data which further needs proper data scrubbing, cleanup and validation.

Why not buy a cheap list from any vendor?

50%of the list has inaccurate data

Inside sales and sales team spend more time in chasing wrong contacts

Poor ROI

Building a custom prospect list in-house requires lot of efforts and expertise. If you are still confused how to select a B2B list vendor then aMarketForce suggests 5 major questions as qualifiers for selecting a perfect list vendor? For those who have missed, here is our blog post on 5 questions you should ask your B2B Prospect List Vendor

What do you choose then? – Click Here!

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Effective Postcard Mailing

October 22, 2010 by · Leave a Comment
Filed under: B2B List 

Why Are Postcard Mailings Effective

For small business it’s low cost advertising, it is simple, and it is proven to be the best  method to reach out to your target market Information at Hoover’s

The following are steps to help you in the process:

Start with the Right Mailing List – To get best response, you need to make sure that your postcards will be sent to the right group of people.

Of course, this can only be achieved if you’re using an updated and appropriate market listing. If you don’t have your own listing, you can purchase one from a reliable marketing list broker.

Or you can expand or build-up your own listing by offering an opt-in list from your site. You can also test a 100 business to business local companies by phone or mail for Business Information at Hoover’s

Be Personal

Postcard advertising is considered to be a subtle way of promoting a business and this contributes greatly to the fact that people respond to it more than they do with other advertising methods.

Write your message in a personal style so that it doesn’t sound too formal.

You can get over 1800 at 1800Postcards formats and ideas here for free
Remember this is a test and may take several touches to close the sale
Do not try to make a sale from the postcard you send.

In order to convince a prospect to buy, he/she needs to know all the

important information about your products or services.
Because postcards have a limited space, it would be difficult to stress all the benefits that you can give your customers. This is why postcards are best use for inviting inquiries such as a phone call or a visit to your shop or website.

Get Their Attention

With something related to their preferences that you collected. It’s important to create a message that will grab your recipient’s attention instantly.
If you fail to do this in the first few seconds, you may not get the best results that you expect. Based on reserach their birthday or favorite color

Choose First Class Mailing

But at the….. discounted postcard rate. First Class postage may cost a bit more than ordinary mailing but it has a number of advantages such as the Return to Sender option so you can be sure that your postcards will reach the intended recipients.

Send on Tuesdays or Wednesday

Schedule mailing so that your postcards will arrive on a Tuesday or Wednesday when there is less volume of mails delivered to consumers. This will give your postcards a better chance at getting read.

Be sure to check out these free direct marketing resources:

E-commerce Mobile List Marketing

May 31, 2010 by · 1 Comment
Filed under: B2B List 

E-commerce ticket vendor

Tickets.com has partnered with mobile marketing firm Txtstation Global Marketing.

Tickets.com has offered clients mobile purchasing barcoded tickets including sports teams like San Francisco Giants and Chicago Cubs baseball teams. The new mobile marketing partnership will make it possible to offer these new tools to it’s clients, who will be able to use text during events to drive customer engagement.

Live text campaigns

This will be an extension of the mobile marketing advertising venues use live text campaigns to build their lists for future marketing campaigns.

Marketers can use the service to allow customers to text votes for which song they want to play or get a discount on a vendors booth. The marketers objective is to drive engagement and increase food and merchandise sales to create a social envoroment.

Venues are fun because  they are an opportunity for direct response and interaction with the audience. Forrester research has determined that only about 2 or 3 percent of the attendants at a given event get involved in text campaigns.

This market is growing

This is an an area that is growing and more and more venues are doing this but the engagement is dependent on how well the promotion is marketed within the stadium and what the incentive is.

Until next time, here is to your continued success!

.

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About the Author:

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrepreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List.