How to build list

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chickenfeed's picture
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Joined: 2009-02-06

Can I get some input on how to build a good business call list(i have corporate directories) but what I am referring to is when people say they are calling business, where are you getting the info from.

Bureaucrat's picture
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Joined: 2007-02-09

I've used InfoUSA and ReferenceUSA from the public libraries...hope this helps

chickenfeed's picture
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Joined: 2009-02-06

I have used reference USA, but not sure what type of search parameters to use..

exUBS's picture
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Joined: 2009-04-23

Lets say you buy a list.  You make your first call and you get to speak with someone.
 
What will you say ?
 
Give some thought to what you will say and how you will use the list and then think about how to construct the list.
 
 

vanrijt24's picture
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Joined: 2009-08-05

Building a list for prospecting is the most important part before anything else, only because it will determine what kind of business one will have in the long term--and guys its all about the long term!
I laugh at guys that just passed the 7 and they put all their focus on pitching, voice fluctuations, conquering rebuttals, closing techniques, etc. and literally no thought on who their target market will be. They just call the list(s) provided to them by their firm and hammer it away with results to barely write home about.
First, think about what kind of clientele you're looking to represent and you can't say the typical, "I wan't a big guy or whale", everyone says that without ever putting thought behind it.
Guy's it's not hard to come up with this type of individual when you think about what it is we do albeit try to do for others, making money! Which majority of folks out there want to do but only the smallest number ever achieve.
The people I target and train others to target, regardless of industry hell I do them all, are the decision makers, high level corporate executives, entrepeneurs, etc. the people that when answering a cold call actually stay on the line and accept your introductory material with permission to follow up with a recommendation at some point in the future. These individuals, believe it or not, understand and appreciate a cold call--even the one's that profess to hate them--because it's an affirmation to themselves of being in demand. Guy's think about it, succesful people and I don't mean the guy that has some change left over after paying the bills...I mean the guy that has many irons in the fire, the multiple businesses, the start-ups, twenty brokers, etc. that guy will take a call (intelligent, stern, no non sense) listen and do business with anyone of us if the approach is unique, down to earth, risk vs. reward have been explained in a simple easy to follow language, if all that has been properly executed--this is key because not everyone can invest. If your list of prospects are a bunch of employees or you don't even know, wow! That's not a game probability, numbers game doesn't apply to that because you need structure in every game--patty cake too,lol!
First, I have purchased thousands of lists from providers domestic and abroad majority of them are just a waste of time...Too much money, hype, promises, with nothing but rabbit ears at the end of the day from what was supoosed to be a sound investment. The only service I use is www.infinitesaleslists.com, they only do flat rates of $250, set quantities of 10k per each order purchased, domestic, international, of only decision makers. 
After building a list, I encourage everyone to engage in trial & error, because the guy constantly making the board will not disclose his source to anyone (if he's smart) for ACATS can kill!
After you have checked your prospect list off your things to do, everything else can be learned on the way. I have seen guys that couldn't put two sentences together do serious production because they had targeted their market to solicit. 

Squash1's picture
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Joined: 2008-11-19

Nice post, right up until the end when you pushed your product..

vanrijt24's picture
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Joined: 2009-08-05

Sir, you should be ashamed of yourself...a forum should be used for constructive criticism only, not destructive. 
The referal of the company mentoned was just what it was, a referal...Giving the fact that most brokers with talent tend to think outside the box when it comes to acquiring their own list of prospets, it might work!

Besides, you never hear about someone making such a remark to a members first posting...albeit, unless they deserve it.

B24's picture
B24
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Joined: 2008-07-08

Nice post, right up until the end when you pushed your product..
 
That was after your 2nd post.

B24's picture
B24
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Joined: 2008-07-08

I really wish vendors would come on here and jsut say "hey I saw your post, we have a great product, if you are interested or have any questions, shoot me a PM".  Instead, they masquerade as an FA trying give "insight" and Hmmmm merely suggest a particular product.
 
Take a look at posts by Fred at Trade PMR, Jason Wenk at AdvisorControl (I forget his firm name), and a few others.  You won't get bashed if you are honest about your intentions.

Squash1's picture
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Joined: 2008-11-19

Good so I am not the only one.... Vaj comes on here and makes one post and in that first post pushes a list company....Like that hasn't happened before..

jackofalltrades's picture
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Joined: 2009-05-20

RE: "I laugh at guys that just passed the 7 and they put all their focus on
pitching, voice fluctuations, conquering rebuttals, closing techniques,
etc. and literally no thought on who their target market will
be."You would have had fun laughing at me... I called everyone and everything, we can laugh together now... That's what I do when I think about all the guys who took 3-4 mths to get on the phone cause the leads weren't good or they didn't know who to call, when, why, etc... I don't do many things good, but I am confident of one thing, I can open more accounts from the yellow pages than some smuck w/ a good "target" list. You have some good points and to each his own...

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