B2B Lists: The Quality of Your List is a Critical Component of the Success of Your Campaign
As marketing of all kinds including telemarketing and email marketing, has become more competitive, it is essential to make sure that you are targeting the right decision makers at the right companies.
If you deliver a precisely focused message to the correct decision makers at the exact type of companies that are most suited to use your product or service, your marketing will have a much better chance of succeeding.
This means that you have to narrow your list selection down very carefully using some or all of the following criteria:
- SIC or NAICS codes of the companies that are most likely to buy your product or service
- Contact titles of the most likely decision makers for your product or service.
- Size range of companies in terms of annual sales or number of employees, that will have a) a need for your product or service and b) the necessary budget.
- Headquarters and single locations only or all locations including branch offices
- Public vs private companies, square footage, financial and purchasing data, etc.
Your list should also include the contact’s corporate email address if possible.
In an e-Telemarketing campaign, having the contact email address allows you to nurture and educate your prospect before you make your calls. In a typical telemarketing campaign only 15% of the decision makers in a list will be reachable on the phone on the 1st or 2nd call, so it is essential to be able to get your message to your prospects via email as well as calling them.
The PPS e-Telemarketing system includes the ability to track which prospects are opening the emails and clicking through to your website. This enables us to focus our follow-up calls on your most highly motivated prospects who are most likely to want your product or service. We can usually get at least 80% of the contact email addresses with the initial list selection and then our callers also ask for the key decision maker’s email address as they are making their calls.