There is much confusion in the lead arena between Raw Data, Opt-in Data and Pre-Screened Leads.
Raw Targeted Data is records of consumers, businesses and homeowner that have been pulled with very specific filters.
Example: In the Mortgage industry, raw targeted data for a company focussed on FHA Loans may be filtered for an interest rate level or higher, minimum loan amount or higer, current FHA Loan Holder with loan seasoned 6 montths or greater and in the area the company is licensed to originate a FHA Loan and fico score level or higher. Rather than call homeowner blindly, this will help you get to people that can use the service quicker. It will require that you warm the prospect up afterall, it is a cold call.
This data by itself does not represent someone who has asked to be called or is currently looking for a Streamline FHA Loan. It does however allow the mortgage company to target people that fit their criteria for completing a new loan. The data however must be put into action in a mailing, predictive dialing campaign or cold calling campaign. Data by itself is useless.
Opt-In Lists are like an internet lead. People have requested information or contact based on clicking on a banner, contact form, landing page or website. These people fit a profile and are looking for help related to a particular product or service. This is a much warmer contact than cold calling based on filtered data.
Pre-Screened/Scrubbed Leads are usually inbound transfers or leads verified thru a telemarketing group that does some level of pre-qualification before transferring a call to a sales agent or sending an e-mail notification to contact an interested and pre-qualified prospect.
There is a benefit to all three of these. It is important to understand what you are getting and how they work so that you employ the right strategy and have the right expectation.
If you have questions about what will work best for you, call Lead Research Group at 800-884-8371 Ext. 5430.
Wednesday, April 22, 2009
Advantages of Targeted Data for Marketing
Remember the days when a boss handed you the phone book and told you to call away? Or maybe it was a print out taken from the white pages that your manager wanted to pass off on you as a hot lead!!! Cold calling requires you get through 100's of numbers just to get a sale or two. It's hard work and I know this because I have done it.
Whether you are originating mortgages, writing life insurance policies, signing up new members for that new and exciting home based business there are ways to target for people likely will be able to use the service.
Example: For Life Insurance the agent might prefer to meet with someone in their home or in their office. Setting a Geographical Radius would be a good start. Life Insurance Agents might also focus on an age range of families where there is a need to protect the family in the event of an unforeseen event. 45 and up with a marital status of married is effective here. Tightening of the filtering can be done by hitting also homeowners only because there are typically more assets to protect with family involved.
The days of cold calling white page data are over. It takes to long to find a qualified prospect let alone close them. To talk with a specialist at Lead Research Group on how to effectively target a telemarketing campaign call us at 800-884-8371 Ext. 5430.
Whether you are originating mortgages, writing life insurance policies, signing up new members for that new and exciting home based business there are ways to target for people likely will be able to use the service.
Example: For Life Insurance the agent might prefer to meet with someone in their home or in their office. Setting a Geographical Radius would be a good start. Life Insurance Agents might also focus on an age range of families where there is a need to protect the family in the event of an unforeseen event. 45 and up with a marital status of married is effective here. Tightening of the filtering can be done by hitting also homeowners only because there are typically more assets to protect with family involved.
The days of cold calling white page data are over. It takes to long to find a qualified prospect let alone close them. To talk with a specialist at Lead Research Group on how to effectively target a telemarketing campaign call us at 800-884-8371 Ext. 5430.
Thursday, March 5, 2009
People Buy From People They Like!
Hello,
How is your business today? For many that is a rough question in this economy and my heart goes out to any and all that are suffering in light of where we are at with jobs, the housing crisis and the stock market. For a moment, I want to focus on what sales people can do as opposed to how difficult this economy is making our lives. Remember in recessions, many people thrive and elevate themselves to incredible financial growth and success.
I reflect back to a pesky outside sales manager. I honestly thought he was a broken record player but he often told me that people buy from people they like. I did not truly appreciate it fully then but sometimes we retreat to our own little worlds and forget how to be likeable. What does that mean? It could mean a number of things but it does contain some of the following: enthusiasm, positive thought, ability to listen, follow thru, expertise on products and services, story telling, friendly spirit, genuine interest, kindness to all staff of a business and problem solving.
So how do you apply all of this? See Below:
1) Know the Product and Service you Sell Inside and Out: You can't help people make buying decisions if you can't show them a benefit or problem solved.
2) Understand your customers business inside and out. Know the issues they have and provide solutions that optimize their business or lives. Problem Solvers do not often compete on price because they deliver where it counts. They add value to the businesses that they serve. Ability to listen to the needs of clients and understanding of how your products meet those needs is a skill acquired by those that take the initiative to educate themselves about their own business as well as the businesses they serve.
3) Treat the entire staff in a business that you serve with the utmost kindness. If you don't you can bet they will be in the ear of the decisionmaker with negative feedback. This can never be underestimated. Also know about the lives of their families outside of the business relationship. It is a fact that people like to brag about what they do out of work, like families, kids, hobbies, sporting events..etc.
4) Model your sales approach to the following salesman: The Postive and Enthusiastic sales person that delivers on what he/she promises and that posess the ability to relate products sold to overcoming business problems and challenges is tursted and revered. Probably also making more money than everyone else.
5) Tell stories about how your products have helped your clients. This humanizes the product pitch relating it to real life people and situations where a product really made a difference is someone else's business and life. That is powerful!
Be Likeable! You might find it hard to believe but "How to Win Friends and Influence People" by Dale Carnegie contains a passage about how awful Abe Lincoln was before he rose to the ranks of President. There was a hard lesson learned in why it is important to be likeable that forever changed the course of human history. If you have never read this what are you waiting for?
Unitl next time!!! Be Likeable!
How is your business today? For many that is a rough question in this economy and my heart goes out to any and all that are suffering in light of where we are at with jobs, the housing crisis and the stock market. For a moment, I want to focus on what sales people can do as opposed to how difficult this economy is making our lives. Remember in recessions, many people thrive and elevate themselves to incredible financial growth and success.
I reflect back to a pesky outside sales manager. I honestly thought he was a broken record player but he often told me that people buy from people they like. I did not truly appreciate it fully then but sometimes we retreat to our own little worlds and forget how to be likeable. What does that mean? It could mean a number of things but it does contain some of the following: enthusiasm, positive thought, ability to listen, follow thru, expertise on products and services, story telling, friendly spirit, genuine interest, kindness to all staff of a business and problem solving.
So how do you apply all of this? See Below:
1) Know the Product and Service you Sell Inside and Out: You can't help people make buying decisions if you can't show them a benefit or problem solved.
2) Understand your customers business inside and out. Know the issues they have and provide solutions that optimize their business or lives. Problem Solvers do not often compete on price because they deliver where it counts. They add value to the businesses that they serve. Ability to listen to the needs of clients and understanding of how your products meet those needs is a skill acquired by those that take the initiative to educate themselves about their own business as well as the businesses they serve.
3) Treat the entire staff in a business that you serve with the utmost kindness. If you don't you can bet they will be in the ear of the decisionmaker with negative feedback. This can never be underestimated. Also know about the lives of their families outside of the business relationship. It is a fact that people like to brag about what they do out of work, like families, kids, hobbies, sporting events..etc.
4) Model your sales approach to the following salesman: The Postive and Enthusiastic sales person that delivers on what he/she promises and that posess the ability to relate products sold to overcoming business problems and challenges is tursted and revered. Probably also making more money than everyone else.
5) Tell stories about how your products have helped your clients. This humanizes the product pitch relating it to real life people and situations where a product really made a difference is someone else's business and life. That is powerful!
Be Likeable! You might find it hard to believe but "How to Win Friends and Influence People" by Dale Carnegie contains a passage about how awful Abe Lincoln was before he rose to the ranks of President. There was a hard lesson learned in why it is important to be likeable that forever changed the course of human history. If you have never read this what are you waiting for?
Unitl next time!!! Be Likeable!
Saturday, February 28, 2009
Marketing Specialist Team Lead Research Group
Lead Research Group has a fantastic team of dedicated marketing specialists with call center, sales and sales management backgrounds in the mortgage and financial services industries that make them valuable assets to the companies that entrust their marketing dollars to them.
Nick Loera, Kyle Duncan, Tyler Stapley, Thong Phan and Rob Brack have accepted the challenge of helping businesses grow even in this sluggish economy. We are immersed in marketing for a variety of companies including the gamut of insurance services companies, mortgage providers, loan modification companies, debt settlement organizations, credit repair services, and many others.
We are constantly striving to better the marketing results of our clients. Each of the 5 specialists above is experienced, dedicated and ready to help you explode your business. With our visionary leadership and phenomenal management team, new products will be introduced to our customer base to enhance what they already do. The result will be that our clients will be able to increase their leads and grow their sales base. We are excited for a bright future with Lead Research Group and the explosion of business for our customers.
Until next time, let LRG Grow Your Business!
Nick Loera, Kyle Duncan, Tyler Stapley, Thong Phan and Rob Brack have accepted the challenge of helping businesses grow even in this sluggish economy. We are immersed in marketing for a variety of companies including the gamut of insurance services companies, mortgage providers, loan modification companies, debt settlement organizations, credit repair services, and many others.
We are constantly striving to better the marketing results of our clients. Each of the 5 specialists above is experienced, dedicated and ready to help you explode your business. With our visionary leadership and phenomenal management team, new products will be introduced to our customer base to enhance what they already do. The result will be that our clients will be able to increase their leads and grow their sales base. We are excited for a bright future with Lead Research Group and the explosion of business for our customers.
Until next time, let LRG Grow Your Business!
Friday, February 27, 2009
Sales Lunch With the Founder
Today,
Myself and Nick Loera, another top marketing specialist at Lead Research Group, got to eat lunch with one of the founders of Lead Research Group. It had been some time since I actually found myself in a position to be amongst the top sales people in a company. I almost forgot how good that felt. Anyways, it is always hard to pry me away from the phones and doing my best to be a life line to customers marketing campaigns.
I guess it is hard to pass up Ruth Chris and a steak! Anyways, it turned out to be a good opportunity to sit with Ryan our CEO and talk about forward business plans and where he envisions Lead Research Group to be. While Ryan is a young guy he is tremendously gifted. He was telling Nick and I about all the programs that are coming our way and how much more we are going to be able to do for our clients. Ryan's vision and business savvy are at an elite level and it is almost as if he sees trends or strategies before the rest of the market does. He is truly a marketing force and I have no doubt that his products and strategies will help sales organizations for many years to come.
I am so grateful to call Ryan Rasmussen a friend, a mentor and a great leader. When respect is earned much respect is given and my hope is to work with Ryan toe to toe in the effort to make LRG one of the most respected marketing companies anywhere.
Ryan, if you get to have a beer this weekend, have one for me. I will be back in the office working on sales for the first week of March!!!
Myself and Nick Loera, another top marketing specialist at Lead Research Group, got to eat lunch with one of the founders of Lead Research Group. It had been some time since I actually found myself in a position to be amongst the top sales people in a company. I almost forgot how good that felt. Anyways, it is always hard to pry me away from the phones and doing my best to be a life line to customers marketing campaigns.
I guess it is hard to pass up Ruth Chris and a steak! Anyways, it turned out to be a good opportunity to sit with Ryan our CEO and talk about forward business plans and where he envisions Lead Research Group to be. While Ryan is a young guy he is tremendously gifted. He was telling Nick and I about all the programs that are coming our way and how much more we are going to be able to do for our clients. Ryan's vision and business savvy are at an elite level and it is almost as if he sees trends or strategies before the rest of the market does. He is truly a marketing force and I have no doubt that his products and strategies will help sales organizations for many years to come.
I am so grateful to call Ryan Rasmussen a friend, a mentor and a great leader. When respect is earned much respect is given and my hope is to work with Ryan toe to toe in the effort to make LRG one of the most respected marketing companies anywhere.
Ryan, if you get to have a beer this weekend, have one for me. I will be back in the office working on sales for the first week of March!!!
What Is A Weekend For A Marketer At Lead Research Group
Honestly,
There is no weekend. Helping businesses grow in this economy is an endeavor with no finish line. It is difficult to let go of forward business and preparation for the next week. Sales are the foundation of Lead Research Group and the attitude at this rapidly growing company is that we grow out of the ability to help our customers grow.
I imagine Saturday will involve a fair amount of office time. Customers need help and we like to deliver here at LRG. I am picking up a client at LAX in the morning, driving him to his bank to pay for a marketing campaign and then taking him back to the airport just to make sure he is taken care of. Not my idea of a relaxing Saturday and LAX is no picnic but when you are in the people business that is what you do.
Sunday might even be a day, I get into the office this week. March is upon us and the numbers all start out at zero. So, I take calls and follow up on anyone I missed during the week. It is crazy how busy it is.
The joy of the whole thing is that if you are truly enjoying what you are doing it really isn't like work at all. I hope that from this blog, companies get that we love to help our customers make money and hope you will become willing to give Lead Research Group a chance. This is a phenomenal company and if you have never worked with us, you are missing out.
Have a great weekend all and I will be in the office.
Rob
There is no weekend. Helping businesses grow in this economy is an endeavor with no finish line. It is difficult to let go of forward business and preparation for the next week. Sales are the foundation of Lead Research Group and the attitude at this rapidly growing company is that we grow out of the ability to help our customers grow.
I imagine Saturday will involve a fair amount of office time. Customers need help and we like to deliver here at LRG. I am picking up a client at LAX in the morning, driving him to his bank to pay for a marketing campaign and then taking him back to the airport just to make sure he is taken care of. Not my idea of a relaxing Saturday and LAX is no picnic but when you are in the people business that is what you do.
Sunday might even be a day, I get into the office this week. March is upon us and the numbers all start out at zero. So, I take calls and follow up on anyone I missed during the week. It is crazy how busy it is.
The joy of the whole thing is that if you are truly enjoying what you are doing it really isn't like work at all. I hope that from this blog, companies get that we love to help our customers make money and hope you will become willing to give Lead Research Group a chance. This is a phenomenal company and if you have never worked with us, you are missing out.
Have a great weekend all and I will be in the office.
Rob
Thursday, February 26, 2009
Marketing On A Shoe String Budget
Hello,
Marketing is not cheap but with the right data and cold call scripting you can really stuff your pockets with some returns. Many people think you have to have the most expensive internet leads, and elaborate phone dialing campaigns and direct mail drops but what about the little guy? How are small businesses to fend for themselves in a dog eat dog world where large companies swallow marketing whole?
Telemarketing is certainly and answer but it can't be done haphazzardly. Calling the white pages with no direction for most businesses does not make sense. Get filtered data lists that best align with the characteristics of your ideal customer.
Example: If you are working in MLM you can find data sets of people that have expressed interests in home based businesses in the recent past. This certainly will do better than just calling random people.
Once you have a targeted data list, make sure you know what you are going to say. Scripting is key and getting good at breaking the ice and building rapport takes time, hard work and experience but it is virtually a skill most people can develop. A very wise and successful man once told me I should read "How to Win Friends and Influence People" by Dale Carnegie and he said that it would help in the things that I said to people and how well I would be able to identify with others and be able to parlay that into sales. People often buy from people they like.
Make sure there is a script, well thought out and practiced and even role played. Use life experience, personality and your enthusiasm to make in roads with people. Your personality and life experience cost you nothing while helping you build relationships and opportunity as well as loyal business partners.
Are you targeting data? Are you scripting properly? Are you developing relationships with your personality and life experience? Are you likable?
Marketing is not cheap but with the right data and cold call scripting you can really stuff your pockets with some returns. Many people think you have to have the most expensive internet leads, and elaborate phone dialing campaigns and direct mail drops but what about the little guy? How are small businesses to fend for themselves in a dog eat dog world where large companies swallow marketing whole?
Telemarketing is certainly and answer but it can't be done haphazzardly. Calling the white pages with no direction for most businesses does not make sense. Get filtered data lists that best align with the characteristics of your ideal customer.
Example: If you are working in MLM you can find data sets of people that have expressed interests in home based businesses in the recent past. This certainly will do better than just calling random people.
Once you have a targeted data list, make sure you know what you are going to say. Scripting is key and getting good at breaking the ice and building rapport takes time, hard work and experience but it is virtually a skill most people can develop. A very wise and successful man once told me I should read "How to Win Friends and Influence People" by Dale Carnegie and he said that it would help in the things that I said to people and how well I would be able to identify with others and be able to parlay that into sales. People often buy from people they like.
Make sure there is a script, well thought out and practiced and even role played. Use life experience, personality and your enthusiasm to make in roads with people. Your personality and life experience cost you nothing while helping you build relationships and opportunity as well as loyal business partners.
Are you targeting data? Are you scripting properly? Are you developing relationships with your personality and life experience? Are you likable?
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