Buying a quality list is not a very easy task. For many it’s like a boxing day to achieve the best result. Well, firstly I want to say that this is not the first time where I have been discussing about purchasing the right lists.

After a long study this time I’ll be focusing on whom you are targeting. A clean, well-targeted and relevant list is a key asset to your business and feeds your new business activity. A good list is worth its weight in gold. Be very clear about who you want to contact to ensure you have the best targeted list you can get. Be prepared to refine your criteria along the way.

So, before stepping ahead I would like to recommend you to do the following tips.

Know whom you’re targeting. Here’s a brief rundown on how you identify that ideal customer:

a. Rank your customers by most profitable, best revenue and easiest with which to do business. Then rank by least profitable, worst revenue and hardest with which to do business.

b. Evaluate the characteristics of the top five companies on each list. What characteristics link the best and the worst?

This information is what you need to paint the picture of your ideal customer. Take it to the next step by noting the following:

• Annual revenue and geographic reach

• Industry vertical, including common keywords that identify the companies and Standard Industrial Classification (SIC) and North American Industrial Classification (NAICS)

• Number of employees

• Decision-maker roles

• Psychographics such as values, culture, and internal and external issues that influence their buying decisions

• Without this basic information, don’t invest in a list.

Who do you actually want to speak to?

• Sector — is your product or service sector specific or relevant to all business types?

• Company location — how far do you want to travel for a meeting?

• Employee size — do you want to target one man bands or global corporations?

• Turnover — are they likely to have the budget for your product or service? Does their turnover have an impact on purchase of your services?

• Which decision maker contact would be the best for you? Might your service be relevant for more than one decision maker role within each company?


Author's Bio: 

Linda Mentzer is a published author and senior marketing manager for an information management company that has helped sell thousands of software products on a global scale. With over 11 years of experience in electronic marketing techniques, Linda has authored articles for several leading business journals, worldwide.