Lead Generating On The Internet
Navigating the world of reliable, up-to-date information to get your job done can be daunting, time-consuming and expensive. I’ve done some research into finding the right places to procure sales leads and what it entails. I can tell you that there is a massive difference between data, pricing and effectiveness.
As an IT Consultant, specializing in working with businesses to provide them with solutions to highly complex issues, my job is difficult on a good day. Throw in the need to constantly prospect to grow my pipeline of clientele, and the job can become daunting. I have to balance between providing an identity management project for twenty thousand users to chatting with a prospect about anti-virus. Finding new clients in-between is very hard. That’s why getting good, timely, relevant leads is essential. I can’t waste my time with mining the data, going online and manually finding leads. I don’t have enough time in the day. That’s where lead generating companies come in. I tested out a few, and here are my honest words on them.
Let’s start with Hoover’s:
Data is substantial. You can get a free trial, but of all the sites I did a demo with- This was the most expensive. The leads seemed to be very fresh, the data was complete. This, however, is not a site for the single, or smaller-sized companies, unless you are selling very high-end products.
Next I tried Salesgenie:
Data is good, similar to Hoovers. The search is great- they allow you to break down via C-Level downwards. For me, this was a better value- Their lowest tier product allows 1 metro and 1 database- $75.00 per month with unlimited search and view and 500 exports to use in your CRM or spreadsheet program. At .15 cents per lead, this is a good value. My problem is that I needed to cast a wider net than one metro and the next tier up doubles your monthly cost to $150. It only allows two state and 1,000 monthly exports. You would expect the price per lead to go down, but it stays the same. Then you go to $300 per month for nationwide and 3,000 leads exported. Obviously, this is where they want you to be. Still, however, no price break on leads.
Data is about 45% correct. Of all the lead sites I checked, this one was the worst. I found that the data I was getting was old, redundant and in many cases the e-mails were either bouncing or the person no longer worked there or both. The only saving grace, and what DOES make this an attractive lead site- the volume. Even though you have a high ratio of bad data – the volume of data balances it out. Expect to get a lot of bounces, but you will get through on a certain percentage. Again, you can search by level of person, department, size of company, etc. A good choice for the beginning marketer. At $39.99 a month for the core plus- you should generate some contacts to add to your pipeline. Once you convert some of those, you can opt for something more expensive.Continued on the next page