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leads lists - short or long?

by bgrubber
2 replies
related to this thread, but in a different aspect - which is more desirable when you apply for a b2b leads listing service:

option #1: you provide a general criteria set, and the service produces a very large list, in which many leads actually don't fit the profile.
downside: you have to spend time to rule them out either before or during a call.

option #2: you provide a comprehensive and specific criteria set, and the service produces a shorter and more pinpointed list, in which a lot more leads fit the profile.
downside: you are at risk of missing out leads that might fit, which may have been included in option #1.

what do you prefer? what are the considerations?

thanks for any opinion!
#leads #lists #long #short
  • Profile picture of the author animal44
    I would rather have 10 highly qualified leads than 1,000 unqualified leads...
    Quality over quantity.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by bgrubber View Post

    related to this thread, but in a different aspect - which is more desirable when you apply for a b2b leads listing service:

    option #1: you provide a general criteria set, and the service produces a very large list, in which many leads actually don't fit the profile.
    downside: you have to spend time to rule them out either before or during a call.

    option #2: you provide a comprehensive and specific criteria set, and the service produces a shorter and more pinpointed list, in which a lot more leads fit the profile.
    downside: you are at risk of missing out leads that might fit, which may have been included in option #1.
    It depends on who your criteria is rejecting.

    Are you selecting out for businesses that absolutely, positively will not buy your offer?

    One of the biggest boosts I ever had in selling, was selecting out situations, people, incomes, credit, locations....that indicated that the prospect was highly unlikely to buy.

    And I spent 100% of my time working with the highly likely buyers.

    In my business, about 90% of the prospects have about a 2% chance of buying...after they have had my presentation. And the remaining 10% had a 60% likelihood of buying, after I gave my presentation.

    My first great year came after I identified those two groups, and completely stopped talking to the 90%.

    And now I could invest much more time in getting in to see the highly likely buyers.

    There would only be two exceptions I could think of;

    If you are selling an offer that it's nature makes it difficult to disqualify people on a list, because of the information available before you call. Like selling office supplies.

    You find that by reducing your list with tight criteria, you only marginally increase their likelihood of buying.

    Personally, I'd rather call a highly qualified list of 100 prospects, ten times....than calling a far more general list of 1,000 names, one time.

    If you tell us what you sell, and who you sell to, it would help increase the usefulness of our advice.
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