The Basics of Buying Business Leads

Published on October 28th, 2014 by | Category: Online Marketing

Buying Business Leads that Are Sure to Boost Sales & Make It Grow

“Do you know of anyone else who might also like this product?” I bet you were expecting this question to be asked.

Despite the fact many would rather not attend them, home product or service “parties” have greatly attributed to the sales and growth of many companies. Still in business today are such sellers as Avon, Mary Kay, Tupperware, along with a host of like “party givers.”

Asking the question in the opening of this article has two positive effects: (1) it avoids the need to make cold calls. (“Hello Mr. Jones, I was referred to you by Mary Ann who feels this product will benefit you….) and (2) these so called “parties” lead to more prospective names and numbers to contact.

Likewise, an entrepreneur who has developed a great skin care product would do just about anything to get a hold of an Avon seller’s personal list of leads.

Once people develop a great list of leads that can turn into a mother-lode of sales, most think of this list as a gold mine. Because it is believed to have many likely-to-be customers, this list is too priceless to sell.

Still, entrepreneurs who want to give their business a jolt may consider buying a list of leads from alternative sources. One who has just launched a website recently may do so to bring in traffic.

How a Business Leads List Differs from an Emails List

What separates a leads list from an emails list? An emails list is simply a list while a business leads list categorizes consumers by income, homeowner or renter, buying habits, location, sex, number of dependents and many other types of demographics. Finding a leads list that is just right for your enterprise is a challenge.

You can find lists of quality leads if you know where to look. When it comes to leads, no two lists are alike.

To start out, let’s analyze a few different lead sources:

1. Retail Stores: As retailers make sales, they collect customer contact information which they generate into lists of leads to sell to companies in certain industries. For instance, carpentry firms collect leads to sell to heating and plumbing, floor installing, and in-ground swimming pool building enterprises.

2. Companies in the field of health care collect and sell business leads to producers and providers of products and services for the elderly.

3. Since mapping companies are able to resell demographic information as well as homeowner lists, they do so to firms which provide goods and services for farmers and residents in rural communities.

Why Buy Business Leads?

You can be sure that when you buy a list of business leads, those on the list have already shown an interest in the products or services furnished by your enterprise. These consumers have purchased similar items once before and are likely to need products like these again.

Business Considerations Prior to Buying Business Leads

Take a close, hard look at your business before rushing out to buy business leads. Here are some things to keep in mind:

  1. What type of enterprise do you run?
  2. What price range do your products or services fall in?
  3. What would you consider the average age, location, income bracket, and previous buying habits of your typical customer?
  4. What companies compete with yours and what sets you apart from them?
  5. Are you more interested in emailing, calling, or contacting leads in person (or does it matter)?

Should You Buy or Rent Business Leads?

Either buying or renting business leads is expensive. Therefore, you want to be sure that these leads contain a high number of potential customers who can directly benefit from the type of products or services your business offers.

Reasons why you may want to buy business leads:

  • Those on the list were already pre-qualified by lead companies who are reputable.
  • The leads reputable companies provide typically have not been used repeatedly by other companies.
  • Leads from reputable companies abide by anti-spamming (unsolicited email). Also, such lead sellers do not resell information from other companies without their approval.
  • Are the leads offered by this company qualified or unqualified?

How to Target the Right Customers

First of all, you’ll want to be aware of the geographic areas where you customer base is located. Are you willing to travel outside your general area to show them a product or service?

There are numerous companies that sell business leads. Before you are ready to choose one you must consider three things:

  • The nature of your business
  • Products and services it offers
  • Who would benefit from them

So you entered “Business Leads for Sale” into your favorite search engine and it returned 100 listings: now what do you do?

Before choosing a company to buy leads from, check its credibility first. You’ll want to read online reviews, affiliations or complaints from the Better Business Bureau, and references from businesses. Second, you’ll want to find out how long they’ve been in business. Once you find these things out you can narrow down your list of possibilities.

  • Find websites that offer FAQs and tips on “buying business leads.” Is their information helpful? Is there lead tracking software available to test performance with? Can you get free trials?
  • Find and review comments customers have left about the company either on its site or elsewhere online.
  • Get statistics on leads whenever possible. This includes the grading of leads as done by the lead sales company. They may do this by offering price breaks on either leads that have had great sales success or unqualified leads.
  • Are you able to select your business’ client base leads according to demographics you choose or are there only generalized lead packages available? Whichever you settle for will mean a difference in performance.

Business Leads at No Cost

Still, another possibility of getting leads is through free business leads.

Even though the leads are free there is one catch: What do these lead companies want you to do in order to get them? Otherwise, the manner in obtaining them is very much the same.

For one thing, they may require you to click on “member sites.”

Another thing, they may ask you to buy “trial” products. As you go on their site they’ll ask you to “Simply pick XX (# of) products of your choice, sign up and purchase them. You have 30 days to cancel. You will still receive credit for free business leads just for trying our products.”

When Buying Business Leads Remember:

  • Closely define your business, its products or services, and its typical customer.
  • Know your competitors and where they are.
  • How do you choose to contact customers?
  • Are the leads offered by the lead sales company qualified or unqualified?
  • Can you choose leads from the lead company according to demographics?
  • Is the lead sales company a reputable one?
  • Are you able to try the lead company’s service and/or software?
  • Performance tracking is a plus. This enables you to measure sales results.
  • Look for a FAQs page with guidance, helpful articles, reports, and legitimate contact information from the leads company.
  • Before accepting free leads, find out what these companies require from you upfront.

Use Business Leads to Jump Start Your Company

No matter what type of business you run, you will want to consider business leads. This helps your business get off the ground and even improves the performance of an existing business. Leads can possibly generate more sales than any other form of advertising.

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