How to Build an Accurate Prospect List

How to build an accurate prospect listBuilding up an accurate list of business prospects has never been more important. With the new General Data Protection Regulations (GDPR) coming into force in May 2018, now’s the time to get a comprehensive list together of key decision makers and potential prospects. The new GDPR rules concerning the security of data affect existing customers AND prospects. But the need for consent (opt-in) to send marketing messages broadly applies to prospects only, so bear that in mind when reaching out to potential customers after May next year.

In the meantime, JWPS has put together some handy tips on building an accurate prospect list. There are no short cuts when it comes to quality data, but with a bit of effort, you can compile an accurate list that will invaluable to generating new leads!

Identify your Data Source

Finding basic information on your potential customers is imperative, regardless of the strategy you use. The identification of this source is largely dependent on your business, but many B2B sales professionals prefer LinkedIn to search for certain types of leads. LinkedIn is a valuable source of information; with contact names and details of job roles, plus a sophisticated search function, you’ve got everything you need at your fingertips. Identifying decision makers in your target companies can be achieved in a few clicks, and further information from a good profile can also be used to warm up your introduction.

Dedicating some time to scouring the corporate websites of companies you’d like to get in touch with is also a great place to acquire accurate contact details. It may be time consuming, but more often than not, they can be a great source of information in regards to names, job titles, and up to date phone number and email addresses.

Keep you Data Organised

Once you’ve got your info, or ideally as you go along, keep your list of names, phone numbers, email addresses and other personal details carefully logged in an organised fashion. There are plenty of client management and tracking systems to make use of, but a simple spreadsheet may be all you need initially. Make sure that this list is revisited regularly to keep contact details up to date; periodic checking ensures job changes, new phone numbers, and email addresses are all correct.

Don’t Forget Networking

Attending local networking groups, functions and events is a great way to add to your prospect list. If you’ve met the person, chatted to them face to face, and been handed their business cards, you’re bound to have gained a receptive contact to add to your prospect list. Keep a stack of your business cards to hand to increase familiarity further; when you do contact your new prospect, they’re more likely to be responsive if they’ve got your business card sitting on their desk to prompt the memory of meeting you at an event.

Of course, it would be unrealistic to expect to be able to form a potential business connection with everyone in the room, so take the time during or at the end of the event to gather brochures from the attendees that may be available to pick up, and use them to collect information. You can always contact them at a later date and mention the event as a way to open your correspondence, apologise for not having had the time to chat to them face to face, and introduce yourself at this point instead.

Let JWPS Help with your Lead Generation

If you’re lacking the time to build up your list of business prospects, or would like some advice from the experts, JWPS can help. We’ve helped many businesses compile and refine accurate prospect lists that are extremely valuable to the lead generation process. JWPS can not only source good quality data including key decision makers, we can also profile these prospects and pitch your bespoke campaign accordingly.

To find out more about our lead generation services or to book your free initial consultation, call us today on 0845 644 0637.