Putting together a list of leads is often crucial to the success of any ISO.
After all, cold calling and cold email outreach require a lot of time and manpower. Also, these often lead to a low response rate that can damage your business. Hence, using a high-quality call list or email list will save you time and money.
But how do you select the most useful resources? Where do you start?
This article covers some resources that could help you create a valuable list of leads that fits your business model. Also, it will show youthe best ways to refine the list you already have. After all,your goal is to increase your response rate as much as possible, right?
There are two ways you can reach your potential clients. One is to rent or buy a list of leads from a reputable provider. The other option is to create a list of your own.
Many ISOs prefer to buy or rent a list rather than create one. After all, list providers have more resources than you do. This gives them a wider reach.
In many cases, buying or renting is the quickest and most effective option. However, there are many scams out there. How do you know which list providers to trust?
Hence, you should choose a provider who offers a subscription plan. Over time, they should be willing to alter the list, updating and improving it for you.
Lists are dynamic. They should change and improve over time. Here is some more information about refining your list of leads.
Which company should you choose if you want to purchase a list of leads?
All of these providers will let you select your target niche. They are big-name companies with ample experience.
While these providers are fairly costly, they are reliable and trustworthy. You can also start with a free trial before you decide to use these sites.
But there are some other possibilities as well. Creating your own list could hit your business model better. So where do you start looking?
You can acquire a LinkedIn premium account and use the advanced search option to find business owners in your niche. Searching for contacts may take a while, but it is fairly straightforward.
If you want to focus on local businesses, look into a chamber of commerce in your place of residence. This is usually very affordable or completely free. Industry conferences and associations are a useful option too.
The answer depends on the nature of your ISO.
If you intend to work with small businesses, you will need an extremely lengthy list. Consider a range of 30,000 to 50,000 names per year.
But if your list targets specific niches, 10,000 names could be enough for one year.
The rules are a little different for making huge deals. There is more work involved, and the rewards are higher. You might be able to make do with 5,000 names a year.
Purchasing a list has one significant downside. It makes it more complicated to use email when you contact potential clients.
Many email marketing providers will shut down your account if you use a purchased list. Your domain could even get blacklisted. So be careful about terms of service and make sure to prioritize the safety of your ISO over convenience.
Various US and State laws regulate certain email and telephone marketing methods. Be sure you are aware of these rules when you start to market using your customer lists.
In order to make full use of your list of leads, you should try to cultivate a positive relationship with the people you contact. Many ISOs make the mistake of trying to close on the very first call. This approach rarely brings the desired results.