Old LIST REVEALS NEW LEADS WITH HELP FROM A STRATEGIC DATABASE

THE CLIENT CHALLENGE

Our clients acquired a competitor, and with that acquisition came a potential goldmine of leads. The challenge? The client lists went back several years, so there was a great deal of information to be sorted and then converted into a strategic lead database.

THE GOALS

• Clean up a massive, outdated list of leads
• Determine current decision makers on viable leads
• Acquire current contact information for all viable leads

PAIN POINTS

• Incomplete lists—No contact and minimal location information
• Age of lists—With some lists being very old, all information was questionable
• Who’s in charge?—Lack of current decision maker’s names and information

THE RESPONSEPOINT SOLUTION

Research and Rebuilding—Each record was researched, and companies that still were in business were updated with correct contact information
List Scrubbing—Outdated prospects were identified and eliminated from lists
Contacts Verified—Key decision makers and purchasers were identified and contact information gathered
Customized Lead Generation Program—An extensive, customize outbound telemarketing campaign was created and implemented
Intensive Staff Training—The call team was fully briefed and given effective, well-crafted call guide messaging, resulting in a knowledgeable team that created a strong dialogue with targets

THE RESULTS

High-quality leads generated—one per telemarketing hour
Leads remained hot—immediately passed to sales reps
Warm leads lined up—prospects not ready to purchase added to nurture database
Big ROI—Cost per lead was less than $50, each retrofit sale valued at $50,000+

BIGGEST TAKEAWAY

Though such archaic lists might at first seem to be throwaways, there is a lot of potential in the information. With an advanced database management solution, this inherited “mess” turned into a big opportunity for ROI.