If you’re in sales then you know leads are important, but what exactly is a lead? For some folks it’s just a name and a number of someone to call, others expect a prospect that is ready to buy with checkbook in hand. Whatever your definition is, it’s important to establish accurate terminology so if you’re shopping for leads you’re getting exactly what you’re expecting.
Cold Leads: These are sales leads that haven’t necessarily expressed interest in your product or service, but are a good fit. For some folks a directory of professionals can be a great source of cold leads, such as a mortgage broker that’s looking for real estate agents to network with. If that mortgage broker can reach through an association and get the contact info for those agents it’s definitely a lead, but they certainly haven’t already expressed an interest. Another awesome way to get cold leads is to just buy them from a site like ListShack.com. If you’re an insurance agent and looking for homeowners in your area to give quotes to, you can just go to ListShack.com, pay a small fee, and then pick your area and demographics then you’re off to the races.
Advantages: Generally very inexpensive and plentiful
Disadvantages: Do require more work and may be tougher to convert to sales
Warm Leads: These are leads that have expressed some level of interest in your good or services, but aren’t necessarily looking to make a purchase immediately. Examples of these might be survey cards taken at marketing events, prospects that have made inquiries in the past without making a buying decision, or people who have responded through more general marketing pieces/efforts. These also can be people that you’ve worked as a cold lead, but weren’t ready at the time.
Advantages: May be easier to convert than cold leads, still can be relatively easy to generate, and can convert well.
Disadvantages: Generally take effort and expense to generate. Availability may also be limited.
Hot Leads: These are people right in the decision making process that are more or less waiting with a checkbook. This is a recent inquiry at a website, someone at a booth wanting to talk about buying your product, or someone that has reached out to you from your marketing efforts.
Advantages: Convert at a high rate, short sales cycle, very motivated customers.
Disadvantages: Can be incredibly difficult and expensive to generate. Supply is generally also very limited.
Obviously best case scenario if you’re in sales is a stack of hot leads, but once you’ve worked through those you need ways of filling your funnel so building up a marketing plan that allows you to incorporate more plentiful cold leads or warm leads is the key to consistently hitting your sales goals.
So you’ve been looking for an inexpensive way to generate hot sales leads to help you hit your sales goals? Great news! Telemarketing is here for you! So where do you start and how can you make this task easier? Here are ten amazing telemarketing tips to help!
Be Specific. One of the most common mistakes people make when cold calling is being too generic with their offer. Let’s take a look at an insurance pitch for example. “Hey Ms. Jones, I’m calling you today to help with your insurance; would you like a free review of your insurance needs?” Maybe Ms. Jones is interested in that, but when you make it more specific you increase the odds of getting a positive reaction. What if instead the pitch was “Hey Ms. Jones. We’ve recently lowered rates in your area and I’d love to give you a quote to show you just how much you can save!” Now we’re onto something.
Pitch the Gatekeeper: This is a lot more relevant to b2b telemarketing, but a lot of times people try to trick the gatekeeper vs using them as an ally. Especially if you’re calling a small business, it’s entirely possible that the person answering the phone is involved in the decision making process and/or knows exactly who you should be talking to. No reason to treat them with disrespect by trying to trick them, pitch them exactly what you’re looking for. For example, “Hi John, I’m calling today because we help businesses get fast approvals on loans. Is there someone in your office you think I should reach out to so we can find out if that would help your business?” Of course you are going to get a lot of rejection, but when you start with this approach now you have someone helping you get to the right person instead of leading with a trick.
Accept Rejection: If your prospect already knows they won’t do business with you, why would you be upset at them saving you time? There are a lot of prospects out there and if you’re looking to grow your business you want to be focusing on the right type of customer, not just information gatherers that are listening to you “just to be nice”.
Practice Practice Practice: When you’re making calls a lot of what you’re doing is listening to what the prospect is saying and how they’re saying it. If you can say your pitch cold and without thinking about it then it frees up your ability to really focus on the response you’re getting versus forcing yourself to focus on getting your pitch out right.
Record Yourself: Some states require both parties on a call to consent to recording, but you can always record yourself. Simply putting a recording device on your desk while you make calls can give you unexpected insight into how you’re saying things and how it’s coming across. Simply listening to a few calls is well worth the effort.
Choose the Right Audience: You might think you have an awesome product or service that can help everyone, but odds are you have a specific audience you’ll have a higher success rate with than just calling everyone you can get a phone number to, so give it some thoughtful consideration and look for prospects that you think you have the highest chance of being able to help so that way when you get a yes you’ll be able to convert it to a sale.
Set Reasonable Goals: You don’t have any control over whether or not someone wants to hear your pitch, but you can control how many times you pick up the phone and dial as well as how much time you spend calling. Setting aside a specific amount of time each week with specific targets for goals within your control can help make an exhausting task feel less ambiguous. Don’t be afraid to start low and work yourself up to bigger goals.
Refine Your Pitch: Obviously if something isn’t working then you don’t want to keep doing it, but give it at least 100 attempts before you make any drastic changes. If you can make 100 calls and not get anyone interested then you definitely have a problem. It might just be the audience, but odds are if your product or service is worth selling and you’re calling 100 people that are in your target audience without any traction, it’s time to change it up.
Track Your Results: Something as simple as a spreadsheet can help you keep logs of specific people you contacted, what their needs are, when their renewals are coming up, or all sorts of helpful information. If you’re tracking your results you can identify how productive things are which can be really motivating; for example, if you know for every 100 calls you make you get five sales, that can give you a clear expectation of what your efforts are getting you.
Relax: Telemarketing can be a lot of work and it involves taking a lot of rejection, but take it at your own pace and relax.
Good luck and happy selling!
Business Leads and Business Lists
There are over 15 million businesses in the U.S.! If you want to reach the ones that are most likely to become your customers then you should take advantage of our online portal that will let you instantly search for businesses in your area. You can search by state, county, city, or zip code. You can also search by type of industry so you can find customers with the type of needs that you can help them with.
What information comes with this?
With our business lists you will receive the name of the business, the physical address of their location, phone number, a contact name, contact title, and the industry type all delivered in a CSV file. You can load the CSV file into anything you’d like including any popular dialer, CRM, or spreadsheet software.
What type of industries benefit from using our business lists?
Many kinds! We have credit card processors, insurance agents, commercial real estate agents, and many businesses you’ve never even heard of.
What’s the best way to use a business list like this?
Obviously these aren’t warm leads, but they’re a great way to build a pipeline full of interested prospects. The first step in working these business leads once you’ve downloaded them is good old fashioned dialing. Pick up the phone, call through the list, and make a quick pitch to whoever answers the phone to see if they can connect you with the right person. As you’re making calls you may find the right person at the right time to get a quick sale, but more importantly along the way you’ll be building relationships and collecting information. If you keep your information stored somewhere even as simple as a spreadsheet you can start enhancing the business list with contact info and details relevant to your sales process and that information will only become more valuable with time.
Won’t a lot of people say no?
Absolutely. That’s also probably a good thing. Realistically people have a filter and if they already know they’re never going to use your product, why wouldn’t you want them to tell you no? They’re saving you time and effort that you can use to find other prospects that are a better fit for what you’re offering. Just shake it off and keep moving through the list. With plans that start at $50/month and millions of leads to choose from, you’ll never have to give it a second thought.
Anyone who has done marketing at scale has heard these questions before: How did you get my name? Who gave you my number? How can I stop all the advertising? They are common questions from people who are frustrated with solicitations or, in some cases, are ornery by nature. Regardless of the attitude or tone used to ask the question, it deserves an answer. Despite the rumors, marketing data does not just appear from thin air.
Marketing data drives the economy. Businesses thrive or survive based on how effectively they are able to market their products and services to people or businesses that need them. Whether it's the timely introduction from a friend of a friend that can help, or the killer new device that all the friends and family are buying, without marketing there would be less cool stuff to make our lives better. By definition, you’ve heard of all the companies that effectively use marketing data that matter to you, and if any business is going to thrive, it must effectively source and use marketing data too. So where does the data come from? Here are seven common sources for marketing data.
With the age of 65 and retirement comes many lifestyle changes from insurance coverage, living arrangements, and hobbies. ListShack offers turning 65 lists at a fraction of the cost of its competitors while providing similar if not the same data quality. You’ll be able to market to those approaching to 65 for less than ever before.
ListShack provides sales leads at a fraction of the price as its competitors. From our Individual unlimited Plan for $50 per month all the way to our Enterprise plans providing leads at fractions of a penny per record, ListShack can’t be beat on price AND you’ll get comparable data quality that will serve the needs of your existing marketing efforts. We’ve been in business for more than 7 years, and through innovative technology advances, we’ve been able to make marketing data more affordable for every business in every industry.
ListShack makes finding insurance lists easier to get and less painful to pay for. With a database of 14M+ U.S. businesses and 200M+ U.S. Consumers at rock bottom prices, you’ll be able to get a targeted list of prospects for your insurance business campaign in no time.
Insurance agents and Field Marketing Organizations (FMOs) can easily get access to all of the high quality, accurate lists such as turning 65 lists, final expense lists, homeowner lists, and long term care lists using an online, user friendly system that makes lists available 24/7 - 365.
So you need to buy a marketing list? Or maybe just need some phone numbers to call or some addresses to mail to? Maybe you need to supplement your sales team’s outbound efforts with email addresses? Do you need cell phone numbers for voicemail drops?
You need a list broker.
If you’re looking for a telemarketing list there are tons of companies interested in your business, so how do you pick the right one? Who provides the best quality? Who provides the best price? What filters are the most important? Are you renting a list or do you own it? It’s easy to get confused by the complicated process; hopefully this helps.
If you’re one of the thousands of roofing contractors looking for new business you’re looking for great leads, and even better if they’re cheap! So how do you get in front of thousands of prospects in your area without having to take out a loan?