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Monday, April 20, 2009

For many companies, data is often an after-thought when planning a telemarketing campaign.

If you think that you can pull out a file that's sat on a PC for a couple of years, dust it down and off we go - think again.

Data is a key element in the success or failure of any telemarketing or telesales campaign. Telemarketing is a high-cost marketing medium, so it's critical that you give yourself the best possible chance by investing in good data.

When it comes to data, the best way to think about it is whether you should "build" or "buy".

"Build" means researching online and creating a bespoke database for specific companies. "Buy" means, well just that - buying (or more accurately renting) data from a list-broker or data provider.

Here's some things to consider:

1) Cost - building bespoke databases costs more than buying your data. However, if it means that you have a highly targeted list then you'll save time (and money) actually contacting the list.

2) Job title - if you need to reach a specific job title or area of responsibility within an organisation, you may not always be able to buy that data. Some data providers will supply contact names at a very granular level within all main functions. However, if you need to reach a very niche job title you may have to research it or try the approach in point 3 below.

3) Buy & Qualify - sometime a good approach is to buy data with an entry point and then use that contact to qualify and find the correct one. This works well where you're hunting for someone with a specific area of responsibility rather than a clearly defined job title. Typically you'd go for a more senior contact within the desired function and get referred to the right person.

4) Trigger Events - if your ideal prospect is best identified by specific circumstances that are happening within their organisation, such as mergers or acquisitions, you can subscribe to lists that will update you every month with new prospects. Other trigger events can include new appointments, people leaving, or new product announcements.

Essentially, the more niche your market the more value you'll get by investing highly targeted lists. If you have a much broader proposition, then it's often more cost-effective to buy more generic data and qualify by phone during the campaign.

Either way, the data you use will have a great impact on the results you get.

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Posted by: David Regler @ 4:58 pm |   | Links to this post  

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