Stop resisting and avoiding the inevitable! It’s a proven fact that if you want to grow, and wring the most value out of your sales reps’ time, you need to be purchasing lists. It is the fastest, most efficient way to get more leads.
Chances are you already know the negatives for buying a list – they can be expensive – but do you know the positives?
For those of you who aren’t completely sold on the idea of buying lists for your company, I’m here to help weigh in the benefits on how forking over the cash and purchasing a good, solid list will help you grow your business.
Here’s an example scenario:
You visit a tradeshow and get a booth for $10,000. Throughout the duration of the show, you collect 1,000 leads. Fantastic! That’s great news and now you have relevant, targeted leads that are interested in your product.
Can you see the problem with this scenario? The problem is that you just paid $10 per lead. That’s astronomical!
Now, let’s say you buy a good list from a provider (check out this list of Ken Krogue’s favorite list providers) for $1000 and there are 10,000 leads on it. What does the math tell you? That’s only ten cents per lead! I’m no mathematician, but I know a good deal when I see one. Ten dollars per lead versus ten cents per lead; that’s a tough one isn’t it? Knowing good list providers is the key when you are looking for a low cost per lead.
Besides the price, lists will give your sales reps lots of leads, quickly putting them to work fast! Often times, companies will enlist their sales reps to create their own lists, using valuable time they could be on the phones closing deals! It’s the same principle as going to a trade show. You aren’t spending your funds as wisely as you could be. When you go looking for a list provider, make sure to pick the right one. Not all list providers are created equal. If you find a provider that has good lists for your industry, stick with them.
One way on how to tell if a list provider is the right one for your company is by testing the list you buy. Split the list and analyze it as much as possible to determine if the list will work for you and your needs. If you look at the ratio of success (closed deals vs. number of leads on your list), you can then determine what industries you should target.
What success have you seen from purchasing lists versus creating your own lists? Have you seen a point where you reach diminishing returns? Let us know in the comment box below!
Free eBook: 31 Inside Sales Must Haves
Gain access to 31 inside sales tips to help drive leads, appointments and sales.