2.  Market - Choosing the Right Market and Finding the Best Prospecting Lists

 

Understanding your target market is one of the most crucial steps to lead generation success.  We start defining and getting lists for your target market using the following strategies:

a) Target Market Definition
Once you have decided on your target market, you must locate an appropriate list.  Our experience tells us that 60% of the success of any telephone prospecting program lies in the accuracy of the list – so we have to get this right!

Potential Sources of Lists:

b)  Competitive Analysis
We will work with you to design a Primary or Secondary Research competitive analysis to determine your positioning in the marketplace and help find new markets.

c)  Trigger-Event Marketing
We help companies identify trigger-events that create a need for a product or service.

Trigger events are identified through conducting a Current Sales Analysis to determine the triggers that initiated the sale.  We interview current and past customers who you would like to replicate to understand what made them buy from you.

Once trigger events are identified, we look at sources that can help you get the competitive advantage by identifying the trigger events before your competition. 

d) List Building
It is said that over 60% of success in any Telephone Prospecting program is based on the quality of the list you use for your marketing activities.  We help you define and source your list from among the 1000’s of list brokers and other list sources for the most accurate matching of your list to your target market.
 

Click Here For Step #3:  Message - Creating

Effective Messaging Strategy