To get the most return from your leads, you will need to adopt a successful approach to contacting them. Different tactics work well for different companies so your approach will be focused around your company's unique selling points; but there are some common factors involved.
Timing: This is very important as companies who are relocating or refurbishing proritise different tasks at different times, It is a good idea to have your leads delivered from us in an electronic format or better still via our new Live Access service, which enables you to simply click on the Completion Date column to sort the leads into date order. You then know who you should be contacting straight away and which projects you can leave till a later date. This timing will depend on what service your business offers and when you need to be involved in the project.
Contact approach: We supply you with a range of contact points so you can target the companies in a variety of different ways. You may want to start with a direct mail or email campaign to all the leads and then follow these up with a series of telesales calls. Obviously, your aim is to provide the company with a quite for your services, however you should bear in mind that this isn’t always done with just one phone call or email. Timing is important (as explained above) and you may find approaching the call as an enquiry about their upcoming project and their potential requirements may work well to build a rapport with the company from the outset.
Build you own Database: We would strongly suggest using our leads and other sources of prospective business to build your own database. You can do this through Live Access by using the My Folder function to store the leads you want to work on or by having your leads dispatched in an CSV/Excel format each month. You could then build an Excel or Access database yourself or consider purchasing one of the off-the-shelf specialist CRM software packages on the market. You can use your database to track your approach: what you have sent, when you need to call them back, and so on. We also supply a company profile for each lead which will often tell you about the other UK sites the company concerned operates. Use this in your database to prompt a campaign in the future. If they choose not to use your services in this project, it is still worthwhile keeping in contact for future requirements.
Tailor your Leads: We offer a fully bespoke tailoring service so if you have specific criteria for the area you cover, the types of companies you want to target, or the types of projects you usually deal with, then don’t hesitate to get in touch. Refining your business leads or tenders means you only contact the projects or contracts that are of direct interest to you. Be careful though – you don’t want to refine your leads too far and end up missing out on leads or tenders you would have wanted. Keep your requirements fairly flexible and remember they may change over time and if you keep us informed we can alter your subscription accordingly. |
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