By Jacques Werth High Probability® Selling ©All rights reserved.
As many sales managers and salespeople have discovered, the
accuracy of your prospecting list is of utmost importance.
When we buy lists for our own use, or for client companies, we
utilize skilled list brokers. The standard commissions that list
brokers get paid from list owners are 15 to 20 percent. That
commission rate doesn't even cover their costs - unless you buy
at least 10,000 names. Therefore, we often pay the broker
research fees and/or service fees - in addition to the cost
of the list - usually from $100 to $500.
Some list brokers also maintain lists for list owners. They typically
wholesale those lists to other list brokers, and retail them to list
users. We try to avoid using those brokers because they make
a lot more money when they sell a list that they maintain. Therefore,
some may tend to be biased to steer end users into the lists that they
maintain.
One good reason to use a good list brokerage firm is they can do
what you can't do. They can utilize the lists of several different trade
publications in order to supply you with a custom list. They have the
software and knowledge to de-dupe multiple lists from several list
owners. In the event that two lists have different phone numbers
for the same prospect, you can request both. You only pay for
the number of names that you receive.
The cost of your list might be 2 to 3 times higher than you have
been paying. However, the improved accuracy of the list should
convert to several additional High Probability Prospects per month.
What is that worth to you?
Learn High Probability Prospecting
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