Contact Data – Don’t Underestimate What You’ll Need For B2B Lead Generation

June 30, 2012 by  Filed under: Marketing 

Generating B2B leads is commonly understood as needing one-to-one engagement with each, single prospect. This is understandable given the bigger numbers involved in B2B transactions. Businesses won’t spend large sums of money on just anything. They do it for the sake of improving business processes from inside and out. Whether it’s manufacturing equipment or accounting services, businesses will only pay if the quality is worth every penny they’ll spend. Engaging them individually is the only logical approach to getting the specifics of what they want so they won’t be disappointed.

Setting that aside though, you obviously need to learn how to communicate before you can even have that conversation. The problem is connecting with businesses isn’t easy as it looks (even if you’re a business yourself). Your first obstacle alone can prove to be very time-consuming.

This is, of course, speaking about contact information. If you want to communicate, then you need to pick the right tools. The task of picking these tools and determining the kind of contact information you’ll need are both intertwined. If you’re using telemarketing services, then you’ll need phone numbers to the right businesses and to the right decision makers. The same applies with email. You need to search the internet for the right email address corresponding to the right person in charge.

That task alone is difficult. Mining the data could take more than mere hours of scanning phone books or searching through business websites. If you don’t want to be left behind by the competition, you need to start fast. On the other hand, you need quality contact information to start with. Purchasing a contact database or even just a list isn’t always a guarantee that the numbers being called are accurate.

Still, you have to start somewhere so try following these steps as a standard routine to acquiring adequate contact information.

  • Purchase Bulk Contact Data – There’s no questioning the fact that this saves the time of getting information. There a lot of vendors out there who provide contact data solely for the purpose of generating sales leads.
  • Clean Up That Data – While there are vendors out there who produce quality information, it never hurts to double check. Look at each entry on the list and do some small online research to see if the business is really active or if there were any changes in positions.
  • Acquire Additional Types of Contact Information – This is recommended for those who are willing to use more than one form of communication in order to contact a prospect. (And these days, that can even be necessary.) If all you could afford was a list of phone numbers, have your online researchers also be on the look out for email addresses or social media profiles so they can add them to the details.

There is still a need to get more information throughout the whole lead generation process, even after you’ve obtained and cleaned up your contact data. However, with this, you can at least start the process without worrying about accidentally calling wrong numbers or businesses that don’t exist anymore. In case you end up with too many numbers to call, you can just outsource a telemarketing firm or even a contact center (if you’re looking for people who’ll do more than just use the phone). Regardless, it’s always better if you don’t underestimate what you’ll need for good contact data. You don’t want to accidentally hand them information that might just give them trouble.

Maxwell Stinson is a B2B Telemarketing Specialist and Marketing Expert that works for Kick-Start Sales Force. Max invites you to visit for more details on B2B telemarketing.

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