Where do you get B2B contact details for your sales and how do you qualify them?

Typical outbound marketing and classic sales processes, in which providers of goods or services actively approach potential customers, require the existence of specific contact data for the respective target group. At the very least, it must be known where the persons in question normally are. Only in this way can they be reached at all.

In fact, you need information about companies that could use your services and the contact details of the right contact person. If, for example, you offer services that are relevant to a company’s fleet, the contact information of the development department is of little use to you. The situation is very similar with corresponding data from the reception. Although both departments are (perhaps) informed to a certain extent about possible requirements in other departments and can forward you to them, such a process is usually not very efficient and in fact does not lead to a sales closure as often as the targeted approach to the really responsible person.

The central question in this context is of course: How do I get the right addresses in order to get in touch with the persons making the choices directly at best? You will find the answers in this article.

Your environment

As an entrepreneur or self-employed person, you will be well versed in your field and certainly have a certain base of contact information. Personal contacts are the ideal case, as these people usually know you and your services and are generally more open to them than unknown potential customers. All the more reason to be careful not to bombard these contacts and thus perhaps fall from favour. Speak only to people who might really be interested in your services.

In addition, every friend who is well-disposed towards you will be happy to provide you with further relevant contact data. If you can still refer to the contact manufacturer, the address will be accepted with an even higher probability. Because this way you will immediately benefit from a higher level of trust than if you contact a company entirely in the sense of cold calling.

Furthermore, you should definitely rely on customer management software such as brolio Contact Manager. On the one hand, you can use it to manage your contacts properly. On the other hand, you will always find the right way to address your customers using individual information that you record in the customer categorization, among other things. In fact, sufficient documentation and evaluation is absolutely crucial for competition in all methods of data acquisition and in the further processing of relevant information.

Specialised databases

Databases, such as Bisnode or SwissFirms, offer you a broad overview of Swiss companies by geographical location and other criteria. They thus form a powerful tool for data collection. For example, you can locate all service companies with 50 to 200 employees and a maximum annual turnover of 50 million euros within a radius of 20 km from your business location and export their contact details. Although the information is not always complete and up-to-date, it provides a good foundation for more efficient data acquisition. Sometimes you can even query the most important specific contact persons in different departments, saving valuable time and ultimately increasing your closing potential significantly.

Such databases mainly use the data from official (state) registers. Especially in the case of corporations, you often have access to the management, the authorized signatories or the board departments. There is one catch, however: the use of company databases is not cheap.

The situation is very similar for databases of chambers of commerce or other trade associations. These also offer the purchase of business addresses for sales purposes. Here, however, there is no superordinate source. The individual chambers of the districts and cities assign the contacts separately.

Supplementary services to your offers

Ask yourself the following questions: Which goods or services do your customers still use? Are there competitors on the market to which you and your company are suited? Possibly it is possible to initiate a cooperation from which all sides – you, your potential partner and your customers – will benefit. You will then receive the contacts of your partner company and in return you will pass on your customer information to them. Apart from the pure exchange of information, such a procedure usually has the clear advantage that a contact to new customer groups that has been established in this way means a higher reputation from the very beginning than a first contact as a completely unknown or assignable company could ever create. This will considerably increase your chances of closing deals.

We hope that these data collection options will give you a suggestion on how to obtain the best information for your purposes. Feel free to be creative and try out different approaches. However, keep the legal framework in mind – not every contact you find somewhere may be addressed in every context. In addition, you should use a contact manager to manage the information in the best possible way. We would be happy to tell you how our software can help you to design efficient processes in a personal, non-binding conversation. Register right now and get a impression of brolio. You can use brolio for free!

Comments to: Where do you get B2B contact details for your sales and how do you qualify them?

Your email address will not be published. Required fields are marked *