5 “Musts” for Your Cold Calling Lists

MustNever buy a name over a

year old.

1

Why? • Generally, once you get past 12 months, parts

of the contact information are incorrect. There could be a different extension, change in title, or even a departure from the company.

• Then, the list is no longer worth the amount you paid for it.

MustAlways buy a name. Don’t

rent it.

2

Why?• Though the rental may be cheaper, the

response rate will generally be lower. • At AG, we’ve seen a difference in response

rate of 2% for rented lists and 5% for purchased lists.

• If you don’t own the name, there’s no reason to invest your dollars.

MustGet a sample list of names before you purchase a full

list.

3

Why?• You should be allowed to test the vendor in

order to get a feel for the list’s quality. • Companies typically offer a sample of 25

names to test out based on your specific list criteria; jump on that.

• A decent list will not be cheap, but you should be able to test its accuracy.

MustMake sure the vendor allows

for the option of reimbursement.

4

Why? • The best vendors will pay you back for a

bounced email or a disconnected line. • In fact, they appreciate you telling them

because their database will be updated to the most accurate and up-to-date contact information.

• Both you and the customer will be happy with this deal.

MustRemember that no list is

perfect.

5

Why? • In order to get a dream account list together,

there needs to be some manual input. • Generally a list will get you 60-70% of the way,

but then you or your team need to pick up the phone to track down additional prospects.

• This will put your teleprospectors in the best position to find fully qualified leads.

AG SalesworksAdapted from this blog post by Craig Ferrara. Thanks for reading.

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