Startups – Create B2B Prospect Lists on a Budget
How much is too much to spend on a B2B contact list?
Procuring the right B2B contact list does not need to strain your company checkbook. Yes there are high-quality, expensive options out there, but without an enterprise bankroll they should not be your first choice.
So how do you create an effective prospect list without spending a lot of cash?
Let me tell you about a few options:
1. Data.com (Jigsaw)
This is hands down the best business directory for a company on a budget. It’s user-driven, which means business professionals can add company and contact information to share with the rest of the world. The premise is simple: for every business contact you add, you can get a business contact in return. They also offer affordable plans to purchase the data outright and can integrate directly with CRMs like Salesforce. The downside: expect data to hover around the 70% accuracy range.
Although you can’t easily export titles, email addresses and phone numbers – don’t underestimate the potential of this social network. LinkedIn provides search features to help you find companies and employees that meet your ideal buying profile. However, if you really want to make the most out of LinkedIn, then expect to pay fees for their premium tiers of membership. The downside: this can become quite a manual process and can take up a lot of sales and marketing reps’ time.
I’m still surprised with what can be found with a simple web search. I’ve found entire trade show attendee lists complete with direct phone lines, titles and email addresses. A web search can also yield information on current company initiatives, mergers & acquisitions, and relocations – all of which can help you identify if there is a possible opportunity with your product or service. When all else fails, simply visit the company website. There is wealth of information that can be uncovered through press releases, news announcements and company blogs.
Lastly, for the record, I don’t want to downplay how helpful some of the pricier data solutions can be. RainKing and DiscoverOrg provide highly accurate business records. You’ll just need to pay the price.