How to Build a Prospecting Database from Scratch 2010

How To Build A Prospecting Database From Scratch online training for salespeople, marketers, agencies and consultants © Prospects To Go LLC 2010

Your Presenter: Lisa Bowen ,[object Object],[object Object],[object Object],[object Object]

Agenda for the Hour ,[object Object],[object Object],[object Object],[object Object]

Defining Your Prospects ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Industry ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Industry ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Job Title/Job Function Few or Several Contacts per Company? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Company Size Typical breakdown from zapdata.com/D&B

Geography ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Typical breakdown from zapdata.com/D&B

Keyword/Psychographics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Keyword Example ,[object Object],[object Object],[object Object],[object Object]

Putting Together Demographics into a Prospect Profile ,[object Object],[object Object],[object Object],[object Object],[object Object]

Size the Market ,[object Object],[object Object],[object Object]

Buying a List ,[object Object]

Email, postal, telemarketing lists ,[object Object],[object Object],[object Object]

How we used to talk about lists ,[object Object],[object Object]

7 Types of Lists Today ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Compiled Lists- high-level research

Compiled Lists – user-generated content

Compiled Lists – web-scraped content

Response Lists- from publishers, associations, catalogs

Response Lists- direct sales from web properties

Response Lists – aggregated/hybrid

Aggregated/Hybrid Lists and some of their sources ,[object Object],[object Object],[object Object],[object Object]

Differentiation Shrinking Is the trend toward more lists becoming hybrids?

3 Ways to Acquire Lists Summary ,[object Object],[object Object],[object Object]

Same Data Can Be Available All 3 Ways compiled example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Lists by Type tech names ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Lists by Type looking for top enterprise contacts ,[object Object],[object Object],[object Object],[object Object],[object Object]

Lists by Type looking for small companies, entrepreneurial ,[object Object],[object Object],[object Object]

Lists by Type looking for “people who get things done” in large companies ,[object Object],[object Object],[object Object],[object Object],[object Object]

List Sources Searchable by Keywords ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Secret Research Weapon ,[object Object],[object Object]

Steps to Analyze List Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selecting the Best List Source ,[object Object],[object Object],[object Object]

Strategies for Using Multiple Sources general advice ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

List Price-Range Estimates ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Volume Pricing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Jigsaw Volume Pricing Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

DemandBase Volume Pricing Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building A Custom List ,[object Object],[object Object],[object Object],[object Object]

Be Careful How You Use E-Mail Lists ,[object Object],[object Object]

Learn from my mistakes ,[object Object],[object Object],[object Object],[object Object],[object Object]

Thank you! Lisa Bowen www.prospectstogo.com 415-454-3400 [email_address]

How to Build a Prospecting Database from Scratch 2010

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