Dealing with online B2B leads can be challenging, so we give you some tips on the best way to handle them
If you’re ready to take the next step in growing your business, and begin purchasing leads, you'll want to start by doing some of your own research to be sure you're getting leads of the highest quality. In this video, we'll cover the most important questions to ask when evaluating a lead supplier
First, ask for details about the company’s lead generation methods. The best lead gen companies use a variety of strategies for producing qualified leads and should be willing to explain each method to you.
Next, find out what methods they use to verify leads. Is lead data verified using both third-party verification and phone verification? A good lead vendor will validate the information given with each lead and guarantee that all leads are contactable.
Quality lead generation sources go an extra step and verify the list or online lead information using their own proprietary sources, or by using a third party dedicated to maintaining accurate, up-to-date contact information.
Is there a detailed rating system in place to assess each lead’s readiness to buy? New lead generation sources capture category and project specific information about the prospect and will score the information based your criteria. And, rather than having a static price for all leads, the company should offer different prices based upon different filters.
This gives the you more control, enabling you to value leads based on criteria that you feel are most important in a prospect. The value of the lead is therefore determined by how closely it matches parameters that you have specified.
Also, you should be able to purchase at different pricing levels. Does the company offer premium, real-time leads as well as slightly older leads at a bulk rate, or a combination of the two?
If you find a lead gen company that meets the above criteria, you're on the right track. Next, you'll want to find out what measures the company uses to qualify leads. Does the platform allow you to profile prospects based on industry specific criteria?
Does it provide easy two-way communication with your prospects? Making a sale is largely dependent on your ability to have meaningful interaction with potential buyers. This allows you to learn about a company's needs, pain points and deadlines, and to MATCH those needs with your value proposition.
Online business-matching communities like InsideUp provide a forum for service providers to interact on a daily basis with potential prospects.
When a prospect is ready, they can submit a request for a quote, using a form that captures category specific information about their needs.
This process gives you, as a lead buyer, access to prospects who have an immediate need for your services, and are ready to buy. You can have these leads funneled to your desktop in real time.
If your business could use high quality leads that are actively seeking the type of services you provide, go to www.insideup.com/advertise .