High Quality Contact Lists are Essential to Telemarketing Efforts to Generate Leads for Enterprise IT Software

We have little tolerance for low quality contact lists. Our tolerance is especially low where list vendors prominent. We recommend corrective action whenever a client encounters excessive list errors. The higher the cost for list subscription, the greater our urgency in bringing the need for corrective action to client attention.

We were surprised, recently, to work with a client who had purchased a list from a very prominent business services company. What surprised us was the very high frequency of errors in the list. Telephone numbers were incorrect, or disconnected. Prospect management lists were not current. Many businesses had changed hands. New corporate parents were not listed. In sum, we recommended to our client that the list vendor be notified of these errors and that a refund, or at least a credit be applied to our client’s account.

In 2012, there is little, if any excuse for peddling low quality contact lists. With so many social media venues available for contact verification, it should be rather straightforward to verify important information — like management team members, parent corporations, etc. — before marketing lists to the public. At a minimum, low quality lists should be correctly promoted, as such, with a lower acquisition cost for the customer.

In contrast, we found the subscription cost incurred by our client to be very high. With barter resources like Jigsaw dot com readily available, we see little need, if any at all, for purchasing comparatively expensive plans (our client is looking at an annual charge in the $5K range).

In fact, we ourselves tend (at least at the outset of a client engagement) to put together our own low volume lists through a manual process that makes use of prominent social media sites (principally LinkedIn). Our accuracy is very high, but the volume of contacts is low.

We think it is very important to have a healthy volume of contacts available for outreach. Maintaining an adequate pool of available contacts empowers telemarketers to be discerning in their activities> “Discerning” means carefully avoiding the tendency to counter contact objections. Where the number of leads is constrained, we find a strong tendency on the part of telemarketers to convince contacts to sign on to lead campaigns. Therefore, it makes much more sense to provide these teams with a large volument of contacts.

If you would like your business to generate leads, at least in part, through telemarketing efforts, you should consider using the services of a third party like IMB Enterprises, Inc. Please either telephone us at +1 631-673-2929 or complete the contact us form on our web site. We will be happy to reach out to you to learn more about your needs.

© IMB Enterprises, Inc. & Ira Michael Blonder, 2012 All Rights Reserved

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