Finding decision-makers is a challenge for every salesperson in every industry. To identify who you should be talking to, start by making a list of job titles held by current customers. Armed with this information, you can take advantage of online resources including:
·
LinkedIn, a social network of professionals.
·
Jigsaw, Leads411, Hoovers and many other
services with data bases containing accounts with contact information.
In the online world, some information is free and some must
be purchased. Purchasing information is a smart strategy if you want to save
time. However, every list of names you buy will be accompanied by a disclaimer
stating there are no guarantees that information is completely accurate.
It's also important to remember people get promoted and
change jobs regularly. For this reason, lists are volatile commodities, and
become less accurate over time. The best time to purchase a contact list is
when you are ready and willing to make calls now.
Check back Friday for more suggestions of ways to collect names.
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