How to build a list of B2B companies with contact information

Experts advise that it is always better to build your own lists. To do that, you have to identify the industry first, then the companies in that industry, followed by shortlisting those companies that meet your criteria (revenue, number of people, location and so on), and finally identify the names of decision makers along with their contact details. You can easily imagine how laborious and time-consuming this task is.

For example, if you want to build a list of 1000 companies you got to spend several hours on the Internet. This is where a B2B list building software such as LeadGrabber Pro can be handy.

LeadGrabber Pro is a powerful B2B lead generation software that helps you to build a list of B2B companies with contact information in no time. Yes, all you have to do is:

  1. Just enter the keywords (Industry)
  2. Click Find to search companies.
  3. Click Grab to extract the companies to your list.

With another click, you can find the decision makers in the companies.

What's more, you can even append missing email and phone numbers of your decision makers as well.

Once your list is ready, you can transfer the list to Salesforce.com, PCRecruiter, ACT! and your Excel spreadsheet in a single click.

LeadGrabber helps you to easily and effortlessly build your list of B2B companies with contact information. It helps you save a lot of your time and focus on reaching your prospects.

Grab unlimited leads for 3 days! Click here to download LeadGrabber Pro

 

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Sales is an Adventure,… Hope you got a toolkit?

Many years ago I started my sales career selling beer and bottled water. Back then, my company was a distributor for a competitor to Perrier called Ramlosa. Ramlosa was a mineral water imported from Sweden, and they hired tennis star Bjorn Borg to be their company spokesperson to promote the product in advertisements.

One particular day I happened to walk down the street I used to frequent, and saw the ‘Grand Opening’ sign for the Walken’s Cafe. A big sign saying ‘Grand Opening’ is a very good prospect for me so I went inside.

As I stepped inside I saw a man standing in the rear of the cafe with his back to me. The cafe was closed, and there were no customers today. Just this guy with his back to me. I must have walked in quietly because he didn’t even notice that I had walked in. I waited a few minutes, and then politely cleared my throat  with a polite – “ahem”. Then the person turned around and looked at me with a crazy looking stare that went right through me.

At first glance I thought he looked familiar, but I didn’t say anything. I just stuck out my hand and introduced myself, and explained why I stopped in. About a minute or so into my sales pitch about beer, the man stopped me in mid-sentence and said, “Don’t you know who I am”? I told him that I didn’t, but did say that he looked familiar. Then he continued with, “Have you ever seen a movie called The Deer Hunter”? That’s when it hit me.

I said, “Hey – You’re Christopher Walken”! “What are you doing here”? Christopher Walken told me that he came to visit his brother Glenn, and it was he that owned the cafe.

After a bit more back and forth I walked out of Walken’s Cafe that day with a 100 case order of Ramlosa.

I think back about my encounter with the Walken brothers whenever I think about prospecting for new business. Today, I think about cold calling as more of an adventure than anything else. I’m always looking for my next ‘Walken encounter’. How about you? Are you dreading the very idea of picking up the phone and making a cold call, or are you looking for your next adventure like me?

If you are looking for adventure, you need to have the right tools. LinkedIn is a good source of leads for prospecting these days. With 300million people on it, you have lots of chances to have an adventure.

But one thing you do not get from LinkedIn is the phone number and email address of your prospects. Good news is, a tool like Account-Researcher can help you with that.

And once you get on the call, you have 10 seconds or less, to earn and hold your prospect's attention. How to do that is an art, and I've packaged that art into a Kit which you can get – its called the Gold Call Script Building Kit. You can get The Script Building Kit right here.

And if you like both the Account-Researcher software AND the Gold call script Building Kit, you can get it for a $150 discount over here.

Cheers to your next adventure!

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My Secret To Getting Prospect’s Time & Attention

You finally got to speak to a prospect on the phone, or a tradeshow! How do you start?

Within few seconds, the prospect will make a snap decision to..

  1. Ignore-you,
  2. Tolerate-you
  3. or Give-Undivided Attention.

To get undivided attention, the prospect needs to have a strong sense, within those initial seconds, that you likely have the knowledge & expertise they need to solve their problem.

Two important things for you to keep in mind as you visualize your pitch:

  1. The prospect first needs to buy into YOU – They need to respect your expertise, before they buy into your solution
     
  2. The length of your response does not matter – As long as you are saying things that makes the prospect eager to hear your next sentence, and the following,.

Here is a 3-Step Response Formula ( followed by an example of how I use it)

Here is a 3 step process I developed to retain my target prospect’s undivided attention, and it works like a charm almost all the time. I taught this to several sales & marketing teams, and they have seen much higher prospect engagement level during their first conversation

This method works for any product or service you sell. I hope it works for you too.

1. Make prospect believe you understand their problem

Quickly articulate the most significant problem the prospect is likely facing, in a manner that shows “you have deep knowledge about the consequences of that problem”. Also show you have heard about this issue directly from several customers. Ideally you will pick the problem that your product / service addresses the best.

The key at this stage is NOT to spray the prospect with multiple problems, just pick the most significant one, and go through this sequence. If you do this right, you will get lots of time later to do everything else. Even if you get the wrong problem, you will get a shot at that problem if they think you know a lot.

The idea is to answer the question as well as you can, without asking any further questions from prospect. If you start asking questions, you will be no different to any other average sales person. If you get this right, the prospect will spend all the time you need later.

2. Show one believable reason why problem exists

Here you need to come across like an Expert with hidden insight on why that problem exists. Any history of how the industry grew & how the problem grew can make you look like an expert.

3. Show how your solution uses above knowledge

Articulate concisely how your solution leveraged this knowledge & insight, to help design the core benefit of your product or service. To be effective & credible, your solution MUST have a direct connection with point #1 and #2..

Usage Example

eGrabber Prospect:

"I am not having much success getting prospects on LinkedIn to respond. Do you have something that helps?"

eGrabber Response:

Sales people initially love LinkedIn, because they actually get to see where their ideal prospects are working. As bonus they also get nice conversation starting points from the Profiles.

The problem starts when they start engaging them. They are surprised by how few respond back to their InMail messages. That's mostly because there is a disconnect between how they as sales people want to use LinkedIn and how most members actually use it.

(I am Guessing this might be their problem)

Members see LinkedIn as a career-site. They direct messages from LinkedIn to their private gmail like accounts, just as they would if they were on a dating site!. and read messages during their personal time & weekend – not during work hours.

LinkedIn site is great for recruiters who are trying to recruit; and it has been fantastic for sales people once they figured out an alternate way to get to these same prospects at their work place.

(Am I coming across as an expert on LinkedIn & why businesses might be failing?)

With eGrabber solutions, you will be able to do just that.

With our solution, you would continue to pick prospects on Linkedin, but instead of sending InMails to their personal IDs, you would click a different button & send the same emails to the prospect's work email ID.

Since your Linkedin prospects get your email within seconds of you sending it during the time they are work-focused, you will more then likely get an immediate response if you hit the right chord.



Did the solution address the core problem articulated by the prospect earlier?
and also, did the example show you how to leverage the 3-step formula to cast your own spell on your prospect?

If you need pointers or feedback on your pitch contact me chandra@egrabber.com

Chandra Bodapati

CEO & Founder at www.egrabber.com

 ———————-

Here is an example of an eGrabber tool you can use to reach prospects on LinkedIn at their work place Account-Researcher):

Click for a 7 day trial

Bottomline: You will get a better hearing from the prospect, if they think you have expertise that they don’t have, to solve their problem.

 

How to find email address of any prospect found on LinkedIn®

LinkedIn® is one place where you can find a lot of targeted prospects. But chances are that you may not be connected to all of them. To connect with them, you need to have their email addresses. But all you have is their names and company names. 

One way to reach your prospects is through InMails. But InMails are very expensive and the # InMails you get are limited based on your subscription plan. This is where a sales prospecting tool such as Account-Researcher can be handy.

Account-Researcher helps you to instantly find email address of any prospect found on LinkedIn®. All you need to do is:

  1. Enter the Contact name (First Name and Last Name) in the Full Name field.
  2. Enter the Company name in the Company field.
  3. Click the drop-down arrow next to the  button on the menu bar and select Find E-mail option or press CTRL+E.

Account-Researcher’s built-in email finding and contact research technology searches the Internet and finds you the email address in just a few seconds.

Account-Researcher helps you find email address for unlimited number of prospects found on LinkedIn®.

Click here to download your free trial version of Account-Researcher today.

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Key Factors for building a Successful Business Network on LinkedIn

Few Sales and Marketing professionals have been formally trained on how to network effectively in LinkedIn. Connectors (Verbindungsstücke)

If you are like most people and have "self-taught" yourself on LinkedIn, chances are pretty good that with some expert strategy + tactics, you can beat your existing performance by miles, and orders of magnitude! 

Rick Itzkowich, aka Rick – “The LinkedIn Guy” understands and practices networking. He is compressing 5 years of in-depth strategies + tactics

What you will you learn by watching this recording?

  1. How to build an effective LinkedIn profile and powerful network.
  2. How to monetize LinkedIn without selling.
  3. Techniques to reach prospects that you are not directly connected with on LinkedIn.
  4. About a tool that helps in Building a highly targeted B2B email database with business e-mail address and phone #.

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