So you’ve got an amazing product or service and you are ready to tell the world about it… Sounds like you need to generate some qualified leads!
The good news is, as ever, the internet is here to save the day! You can quickly build a list of sales leads by using web data to find, mine, refine and qualify leads.
Step One: Define your customer as Data
The first thing you need to do is decide what makes a good customer for you. Ask yourself: What quantitive things can I say about my ideal customer?
- What is their turnover?
- How many employees do they have?
- Which Industry/niches are they in?
- How established are they?
Step Two: Generate a big list of potential customers
You start by filling your lead generation funnel with as many businesses that match your broad criteria as possible (ie. are in the right industry/country).
For example, if you were targeting construction companies, you might start by getting all the companies from these industry lists:
From sources like these you should be able to get company names and addresses and hopefully phone numbers. (as a bonus some of them include company size).
- Here is the video tutorial on how to make a crawler [5.50 mins]
- Here is an example of data from a crawler that was built to grab company information from Applegate: Visit Crawler
Step Three: Qualify your leads
You only want to contact companies that will be quality leads; so now you need to narrow down your list based on the criteria you defined earlier. Sites like Duedil are good for finding out company’s revenue and their liabilities.
It’s also a good idea to find some background data while you’re at it; things like how long they have been in business, who their executive team is and how many employees they currently have. There are several government and non-government sites that can be good sources of information, especially for historical data.
Step Four: Hone your pitch
Once you have narrowed down your list of companies to a more manageable list of qualified leads, you need to hone your sales pitch. People will be much more likely to respond positively to your pitch if you know a little about them.
Use the information you gathered in the previous steps along with their individual website to tailor your pitch before you get in touch. It can be time consuming, but worth it! You should also ideally be monitoring news and industry websites for mentions of your prospects.
Step 5: Make the approach
Now that you’ve got your qualified leads and have researched a bit about them, it’s time to get on the phone and start selling!
- Define Requirements
- Create list of potential leads
- Qualify them using Web Data
- Search all the industry news sites for background
- Sell Sell Sell…
Ready to give it a try?
So, how do you get all of this data off of the web? Well that’s where we come in! import.io allows you to pull all of this helpful data into a form you can actually work with. If you want a really in-depth tutorial you should check out this awesome Udemy course.