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You Have Your List: Now What? 3 Ways to Best Leverage a New List of Leads

Posted by Kati McDermith- MNI Brand Ambassador on Wednesday, December 1, 2021


You researched for days, met with potential vendors for months and pitched database providers to your boss more than you really wanted to and you finally have your new list of leads!

Now what?

I am often met with the question from new IndustrySelect users and I say, there are basically three options:

1. Phone:

Making cold calls was the way to build your pipeline for many years. I, myself, spent 16 years in lead generation making cold calls.

I still feel like this is the best way to utilize a list.

Turnover is real and therefore emails can be dead.

But the main phone number never changes and if you have the gift of gab, this might be your best plan of attack!

A recent poll I participated in showed that 93% of sales people still rely primarily on cold phone calls, and another poll said 67% do not use a script!

The same poll showed the best time to make calls is between 2pm – 4pm. Though I always had the best luck between 10am-3pm.

2. Snail Mail

I have been following for quite some time, Dale Dupree (The Copier Warrior, The Leader of the Sales Rebellion) and I love his approach to standing out as a salesperson to gain the interest of your prospects.

Recently he wrote about how to respond when a prospect tells you to send them an email about your company and products / services.

Dale’s advice is to go ahead and write the email and instead of sending it, print it and send it to them in the mail! 🤯 Mind-blowing!

3. Email

The most popular option today really has got to be email. Spend a minute on LinkedIn and you will see that the popular opinion is that email is King when it comes to marketing.

With prospects maybe not working typical hours and business operations changing, email appears to be the most efficient and effective way to convey your message.

We're hosting a webinar with Mailshake to dive into how you can best leverage your list.

Join us for "You have your list, now what?" where we'll be going through cold email and sequence best practices, as well as a visual step-by-step on how to physically start reaching out through email. Register through this link.

Mailshake has been a fantastic source of valuable and relevant content as well as having the most user friendly and supportive tools to simplify your outreach workflow.

No matter what your plan of attack, being personal is the key!

Know your company and the services or products it supplies and to whom.

Know your ideal customers’ pain points and speak to them.

And get to know who your prospect is so you can make a common connection.

Still looking for a really great list of leads? An IndustrySelect subscription can put you in direct touch with 400,000 U.S. manufacturers and one million executives. See a sample profile here or try out a free demo, loaded with 600 free leads!


Want to keep up with the latest sales and marketing trends and exclusive industrial statistics from MNI? The free weekly IndustrySelect Insider email is the industry's top source for sales, marketing and industrial news you can't find anywhere else. Subscribe here.

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