Effective lead buying requires research and industry knowledge.
Generating your own business leads is the best way to go if you can manage it. However, sometimes, you don’t have time, skills or the manpower necessary, which required effective lead buying strategies.
In these circumstances, buying your business leads can be practical. If you need leads quickly and aren’t able to generate them yourself, what follows are four lead buying strategies that you can employ.
Aim for quality leads
There are sellers of bargain-basement leads, and there are sellers of well-vetted, quality leads. It isn’t usual for sellers of quality leads to offer them at low prices.
While you don’t need to spend thousands to get a list of high-quality leads, it isn’t a good idea to go with a source simply because they are cheaper.
Rather than focus on price, you should pay attention to what a provider of leads is able to do.
Some sellers specialize in certain verticals or demographics, and do very well in them; they don’t tend to have good leads in other areas. You may need to do some experimenting to find what providers specialize in the kind of leads you need.
Go for reputation
Sometimes, lead sellers operate as fly-by-night businesses. They throw lists of names and contact information together anyhow and sell them to whoever is willing to buy them. It can help to look for a few general signs of legitimacy.
A seller who operates an unsecured website (with a URL that starts with an http, rather than an https), for example, isn’t likely to be a quality provider. Such a seller obviously doesn’t even care enough about their business to invest in a secure website.
It can also help to check out the provider’s support service. If all they do is to provide an email address, and no live phone or chat support, they are unlikely to be a serious business.
It’s also a good idea to check the business out on the website of the Better Business Bureau. If they have been an untrustworthy business, you might see complaints on the site.
Go slow at first
When you try out a new vendor of leads, one of the smartest lead buying strategies is to start small, and buy only small, individual lists at a time.
You don’t want to buy more than your sales team can make use of, anyway, and you do want to evaluate a vendor before you invest heavily in their product.
It can also help to experiment, in the beginning, by buying leads based on consumer buying habits, rather than buying leads based on the demographics that the consumers belong to.
In general, it makes sense to go with narrowly targeted lists, even if they tend to be short, rather than to go with larger, unfocused lists.
Go with exclusive leads, rather than shared leads
Before you actually pay for a list of leads, it makes sense to think about whether you want to try shared, non-exclusive leads. These are lists of leads that are sold to multiple businesses, all of which try to sell to the people or businesses on them.
When you get an exclusive list, on the other hand, you get leads that the vendor sells to no other business. You’ll have less competition to contend with selling to the list. If you are a small business with limited resources, going for higher quality leads makes more sense.
It’s important to not go over-budget for them, however. If you can’t afford exclusive lists, cheaper, non-exclusive lists can be meaningful to deal with, as well.
Generating your own leads can be the best way to go if you have the capacity for it. Until that happens, however, buying leads makes sense.
The lead buying strategies listed here can help you get started acquiring meaningful leads that give your business an edge.
Contact BrokerCalls today and gain access to resources and tools to start driving and buying more valuable and quality leads that can generate positive results for your business.