5 Things to Consider When Buying Leads
Whether you are a single salesperson looking to close some deals for yourself, or manager of a sales team looking to increase numbers – you’ve probably tried, or at least considered buying sales leads before. In this post, we’ll break down 5 key components to think about before you make a purchase…
1) Lead Generation
One of the most important, if not THE most important factor in regards to leads is how it is generated. How exactly a “lead” becomes a lead is everything to the integrity of it. If a lead is generated online, how was that person’s information obtained? Did they take action on a form requesting more information about products/services you offer? If so, that is a good lead – but there are certainly other components to consider.
2) Quality vs. Quantity
If you are a single salesperson working for yourself you will most likely prefer a shorter list of high-quality leads in order to make the most of your time and not have to slave away on the phones too much. However if you’re running a team of sales people with dialers that “long list” could keep them nice and busy for some time while not damaging the company wallet too bad. Sometimes a mixed-bag of lead quality is appropriate. Consider what you’re looking to get out of your leads before making a decision on what exactly to buy.
3) Exclusive vs. Non-Exclusive
In certain industries, making it there first is everything. In others, it doesn’t matter much so long as what you are offering is better than what the other guys have to offer. When buying internet leads you should decide how important that exclusivity is to you, if at all. You will certainly pay a premium for leads that are being sold exclusively to you, while non-exclusive leads may cost half as much but could be sold 3-5 times on average.
4) Applying Filters
Filters are a great feature that allow you to predetermine what type of leads you receive in your order. In the mortgage industry, you can apply filters such as Credit, LTV, Loan Amount, State, etc. Many filters can be applied to keep your leads within the criteria that you are looking for in a quality lead. Be sure to set this up or discuss it with your salesperson before making an order.
5) Reputable Source
Because of this digital age that we live in, there is a lot of opportunity for brand new upstart companies, or just plain scammers, to obtain lists of data and sell it off as something that it’s not. Unfortunately it can be hard to tell sometimes before actually making a purchase and working those leads. However, some good ways to gauge whether or not a lead source is credible is to do some research. See if they have any reviews. Give them a call and speak to them on the phone about how their leads are generated, how long they’ve been in business, etc. Do your due diligence and make a decision. A good lead company can potentially help you with your sales pretty considerably, so it’s worth the time.