Finding and contacting new leads is a process that requires reliable information and careful planning. You’ve defined your target market segment and now it’s time for you to build your lead lists and find the data you will need for your outreach campaign. But that is easier said than done for some, since many have trouble finding the contact info they need from reliable lead sources.
That is why, we are going over a few sources we are sure are going to be useful for finding contact information for your next lead outreach. You might think you know about all of them, but we take a closer look at the data you can extract from each.
The go to service for many marketing, sales and human resources professionals and for a good reason. LinkedIn’s network has grown to the biggest business platform with over 706 million users from all over the world while also becoming a valuable source for lead generation for the business-to-business market in the process.
Naturally they did the next logical step business sense wise by offering a built-in service for finding, contacting and engaging potential leads.
LinkedIn Sales Navigator
LinkedIn’s Sales Navigator is a robust service with a wide feature set and the goal of connecting you with your target B2B audience.
LinkedIn’s platform in combination with its service is a gold mine of valuable data you can use for building your lead list. Almost every company now has a profile on Linkedin. And, every person working in that company wants to have that listed on their own profiles ( we all know that this is both beneficial for the company and the person for future references and building their virtual CVs.)
Having this structured data with companies and the employees that work there, plus other information like websites, emails, phone numbers, location etc. gives the Linkedin Sales Navigator users an opportunity to freely use this data and collect it for building lead lists.
However, the service is not very cost effective depending on your target market and if you have a small business the price per lead can be expensive. Keep in mind your ROI here, it might turn out that the leads you pay for in advance, might not be hot leads after all, as LinkedIn still doesn’t provide info on sales signals, potential forecasting and lead scoring.
Chrome extensions for finding lead information
Together with LinkedIn and Sales Navigator you can use a number of Chrome extensions to find contact information for your leads. It’s convenient and easy from the corner of your browser. It searches through the profile and extracts the information provided by the user. You might not find the info you are looking for 100% of the time, but this is for sure a good start. Each service varies in its feature set, price and offering, but must have the same base function of finding an email address and phone number for your leads.
In this day and age having a website to showcase your product and a blog to actively engage your target audience on a constant basis is a must. They are the perfect lead sources by allowing you to have a sales funnel in place and giving you the opportunity to expand on your content marketing strategy. Leads coming to your website are definitely part of your target market since they are actively looking for your type of product.
You can offer a free trial or a demo version so potential leads can try out your product and leave their business information. This way they are engaged with your product and you have more detailed information that you can use to address their needs better combined with their usage analytics.
From there you can set up appealing CTAs, lead magnets and diversify your content to showcase your product, offer industry insights and case studies. As well as organise webinars, share free materials and case studies to support every stage of your funnel and bring in more lead conversions.
Pay attention to what kind of information you’ll require from them. Only having their email might not just work to establish a good, segmented lead list with a high conversion potential. But, on the other hand, no website visitor will bother to fill in a website form containing 10 data fields. Extract the most important information on the first step, for example the country they are coming from, the company they work for and their email address. After that you can always use enrichment tools to fill in the missing data and do the segmentation without their effort.
Now you must be thinking, social media platforms as lead sources, are you sure?
Absolutely. Think about it, platforms like Facebook and Twitter give you insight into your target market. Are your potential leads interested in sharing sales or marketing content and are they following your competitors?
You can tap into your desired audience by analysing their behaviour and use the already available advertising systems in place to promote your content, share market insight and draw potential leads previously unaware of your brand or product.
And another great thing about social media is that the users of those platforms love sharing things with their followers, friends, connections and colleagues. Now you can imagine how even a smaller effort can increase in value by simply relying on your targeted leads to utilise the platforms for their basic purpose, which is to share content. More importantly your content and by doing so attracting views, interest and potential conversions.
In addition social media represent an open data pool from which you can find information about your leads including their names, gender, age, interests and data to create a lookalike audience profile to improve your lead finding efforts.
Paid advertising is also a great source for finding leads. We mentioned advertising on social media, but you should also consider paid search marketing as it allows you to target leads directly based on their search intent.
You can improve your lead targeting ads with proper keyword optimization. If your product is an app for remote work, you should target leads searching “remote work services” or “remote work apps” to give you a an example. Of course you can also target both depending on different criteria such as your paid advertising budget, scope of your paid search campaign competitor analysis to see which keywords they are targeting, targeting different market leads and several other factors.
Content marketing plays a vital role in paid search advertising as well. Your ad copy has to actively target the leads you want to click on it and you must optimize your landing page to capture those leads.
Sales and marketing automation platforms are the best way to build your lead list with detailed information and contact data. They are a great alternative compared to scouring LinkedIn for leads which can take up a lot of your time. Even if you use Sales Navigator the cost can quickly add up for niche markets and small businesses.
Platforms offering readily available leads with complete data profiles save you a great deal of time and effort. Besides, their pricing plans are more favorable to companies of different sizes and even solo entrepreneurs.
Is an all-in-one business information and outreach platform that offers every piece of data you will need to build your lead list. Additionally, it has a deep filtering system that can segment leads based on your strict targeting requirements. From regional filtering to country and city; Technographical filtering based on the software used; And naturally, you can also filter based on industry, job title, and current company.
Another strong point in favour of lead providers is the fact that the data is regularly refreshed and kept up to date so you can be sure you always target the right lead in the right company. Together with a number of supported data export options, the process of transferring your lead list into your CRM is easier than ever. You can also simply use the already available built in email sequence module to do everything in one place.
Your benefit here is that you can find the missing data you are looking for, find new data and do the outreach all in one place. On the other hand you won’t need to pay extra to message people like with LinkedIn InMails, and you’ll find companies that are not even listed on Linkedin.
Let’s be honest… Automation is everything these days, and using a single platform to find, segment and contact your lead lists is just what other platforms are missing.
Sourcing lead information
As you can see there are several lead sources where you can look for contact information for your lead list. Depending on several key factors, such as time and budget you can utilise some or all of them. But, if you are looking for the best way of finding contact data that you can trust will connect you with the right leads, lead providing platforms are your best option.