How to Fix 7 Common Flaws in Your B2B Prospect List

By Jarvis Edwards

ElasticComputeFarm / Pixabay

Prospecting for new B2B clients can be painful.

After spending months of your time reaching out to companies in your niche, it can be discouraging when you’ve made no progress converting any into clients. But what if you were doing everything right and there was only one small thing stopping you from bringing on new business regularly?

Could the only thing holding you back from meeting your income or revenue goals be as simple as your prospect list? According to the American Association of Inside Sales Professionals (AA-ISP), nearly 50% of sales reps named lead quality and quantity as their top challenge.

Their findings drive home an important fact: You can’t expect to get quality leads unless the contact information on your lists is of the highest quality.

Let’s explore 7 common flaws in most B2B prospect lists, and show you how to fix them—once and for all.

1. Your List Was Purchased from a Data Vendor

One of the biggest mistakes you can make with B2B prospecting is renting or buying a list from a vendor. Granted, there are some companies from which you can purchase reliable, accurate data; however, it’s difficult to know what you’re getting until the time has been spent working the list. Some common issues with third-party lists are:

Companies that have gone out of business—since most businesses soon fail. A large chunk of companies in a 2-year old list will be out of business when you try to reach them.

The contact information is available to anyone willing to pay for it. The people being contacted are often bombarded with solicitations and are less likely to respond. I’ll discuss this in more detail, later.

Outdated contact information is guaranteed. The question becomes: what percentage of your data is inaccurate? People soon find new jobs or change roles within the same company, making a percentage of the data you purchased, incorrect and unreliable.

Most list vendors guarantee a certain percentage of accurate contact information and some will provide refunds for any incorrect data you find. They put such policies in place because they’re fully aware that a portion of the records sold will be stale. There’s no better way to save precious time and ensure your prospect list is nearly 100% accurate—than by building your own!

2. You Haven’t Done Ample Research

Before starting a lead generation campaign, it’s important to know the “who, what and where” of your audience:

  • Who are your ideal clients?
  • What problems are they experiencing in their businesses, and what can you offer to fix them?
  • Where do they usually go to find help for their business issues? Where do they spend time outside of work?

If you haven’t clearly defined your ideal persona and made sure that persona actually wants or needs your products or services, how do you know if pursuing those individuals will be worth your time? You could be targeting companies that can’t afford what you offer, even if they’re ready and willing to move forward.

Qualify or disqualify your list of companies using crowd sourced databases …read more

Read more here:: B2CMarketingInsider

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