Is Your List Up to Date?

“Without a systematic way to start and keep data clean, bad data will happen.” — Donato Diorio

When starting a cold calling project, the first thing you need is to have the right person on the phone.  Who is the right person?  They have a great attitude! They are positive, motivated and confident that they can get the job done.  When speaking with people they are professional, pleasant and engaging.  And very importantly, they don’t take “no” personally. Their focus is to find the “yes”.

Right after that, comes the list. We can’t overstate the importance of the list. A good list will be the foundation for a strong cold calling campaign. Conversely, an unqualified list will bring a cold calling campaign quickly to a halt.

What is a good list comprised of?

  • The specific industries you want to target
  • The appropriate size companies – not too big and not too small. Whether that be by annual revenue or by number of employees.
  • Geographic area – Where do you want to focus? Be specific. Is it nationally, by state, by region or perhaps by city?
  • Specify headquarters or single location. A list of subsidiaries that keep sending you back to corporate will be time consuming and frustrating.
  • For us, we do not need the list to have a decision maker’s name, what we need is a title.  Who do you target?  CEO, CFO, CMO?  Decide the best title for your calls.
  • Size. A strong list has at least 200 prospects. More is great, but 200 really is a minimum. The reason for this is that you do not want to run out of prospects when cold calling.

The above makes a great cold calling list. Calling the list and getting up to date information will make your list cold calling gold.

Our cold calling programs updates our clients’ list every time we call with the most current information. We may have worked their lists for several years but because we are constantly updating, the list stays fresh and productive.

Lastly, one of our specialties is database updating.  Typically, a client sends us their list and their criteria.  Our database updating programs are quick, accurate and cost effective.  Our clients tell us that they are always impressed with the information we are able to gather.

If you would like to discuss how A Better Call can help strengthen your list, please give us a call at 888-845-6495.

Regards,

Maureen