The 6 Steps of Effective List Creation
An effective list of prospects is what your sales force needs to maximize returns on your outbound marketing strategy. This list has the names of your potential clients, who are most likely to engage with your business. Hence, it will provide much better results than cold calling at random.
Here are the 6 steps of effective list creation.
Do your research and due diligence by finding names and contact details of prospects from trade magazines and directories. Add clients belonging to the target industry.
However, this is a painstaking and arduous task. Save your time and effort by purchasing a list from a proven outbound marketing company.
2. Request Visitor Details
Ask contact details from anyone who signs up for the newsletter or reports on your website. Include relevant fields in this form, such as telephone number, email address, name, company information and job title. Ensure that you do not include superfluous fields as this may not be helpful to you and will also irritate prospective clients.
Provide incentives to website visitors so that they include their contact information. For instance, you can offer a steep discount or free reports in return for signing up.
Periodically review your prospect list by identifying lapsed customers. These are the ones who have not contacted you for a long time or have not responded at all. You should try to reach out to them and convince them how your product or service can meet their needs. Anticipate common misconceptions and prepare your answers as well so that you can assuage doubts as they arise.
Analyze your list of prospects in great detail to pinpoint those who are most likely to engage with your business and prioritize them accordingly. You can classify your prospects in several different ways as well.
For instance, you can try to determine those who are most likely to purchase from you in 6 months. You can also prioritize according to the size of the company – it is worthwhile to direct your limited time and energy towards the most lucrative prospects first.
You can call up the prospects to gauge their level of interest in your products and services. Ask them if they are considering such products or services in the near future.
Tell your sales representatives to provide feedback on any prospects following contact or interaction with them. You can refine the priority list by considering the details of these interactions since they will yield much useful information concerning the possibilities of future engagement.
You should also analyze if the mode of contact has any effect in eliciting customer response. If you find a certain mode, such as email provides a greater response, then you should prioritize this communication channel.
We employ these and many other steps of effective list creation to drive a high level of positive response and engagement from prospects.