Small and mid-sized businesses are constantly striving for growth. When it comes to more sales, one tool that has been known to have a huge impact is access to detailed contact data.
No doubt about it: Whether you’re a budding entrepreneur or an established small or mid-sized business looking to grow your sales, leveraging contact data can help you succeed. From boosting customer relationship management strategies to getting you in touch with your target prospects faster, leveraging contact data is something every SMB should learn how to do.
What is contact data and why is it important in sales?
When you’re a small or mid-sized business owner, it’s important to seek ways to increase sales revenue. An important way to do that is by getting more customers. The question is, how do you find them?
This is where contact data comes in!
Contact data is information that helps you reach current and potential customers. Information might be names, phone numbers, email addresses, or mailing addresses. In other words, it provides businesses like yours with the means to directly communicate with your target audience, fast.
There are many sources for contact data including owned and third party. These sources can include your CRM, sales feedback, customer service data, website analytics, email subscribers, social media followers, past purchasers/billing and invoicing, webinars or events, referral programs customer service data, website analytics, email subscribers, social media followers, past purchasers/billing and invoicing, webinars or events, referral programs, and external sources (such as Salesgenie®!)
For example, a Salesgenie® subscription gives you access to millions of business and consumer leads (and their contact information) via our seven unique databases.
First, you’d use the platform to narrow down your target audience by basic demographic or firmographic information. This might include whether there are children present in the home for consumers or number of employees for businesses.
Once you’ve determined the list of prospects you want to try to sell your product or service to, it’s time to access their contact data. The data in our databases goes through a verification process ensuring the information you see on file is the most accurate, up-to-date contact data available. Based on your Salesgenie subscription level, you have access to varying levels of contact data. Once you create your list of potential contacts, you can do things like download the list to your computer or save it within your Salesgenie CRM to access later.
In addition to basic demographics and firmographics, contact data can also be used to identify psychographics: things like attitudes, values, hobbies, interests, and lifestyles. This type of data is important because it shows you what motivates individuals’ purchasing decisions. This information can help with segmentation to tailor messages you send out via services like direct mail or email marketing. Segmenting can be highly beneficial to achieving your sales goals!
Having reliable, verified contact data at the ready can even help to speed up your sales process. For example, a Salesgenie subscription allows you to generate a list of hundreds or even thousands of leads within minutes. And when it comes to selling, the less time your sales team must spend finding leads versus connecting with them makes a big difference to your bottom line.
The importance of clean contact data
When you want your sales team to be successful in their prospecting, ensuring the information they have is accurate and organized is important.
A platform likes Salesgenie will be constantly updated, ensuring you have the most up-to-date information available. On the other hand, many companies keep their customer information in CRMs. The problem rests in how often this data is updated. If your list is small and you have great processes in place, it’s likely your team is updating customer information as it changes.
But if you’re like most businesses, your CRM is rarely updated, which can lead to issues with building and keeping those connections. Regularly enhancing your database with updated contact data and/or removing duplicate or incorrect information is incredibly important.
Contact data and sales success
Utilizing contact data as part of your sales process is crucial for increased revenue. Using it enables you to reach out to potential customers, build strong relationships, and potentially drive even more sales! Here are three more reasons why every sales process should include contact data:
- Build stronger relationships: By having accurate and up-to-date contact information for your customers, you can personalize your communication more easily. This not only helps you stay connected with existing customers but also aids in building lasting relationships, which can lead to repeat business and positive word-of-mouth referrals.
- Improves sales efficiency: Having comprehensive contact data through a platform like Salesgenie saves time you may have otherwise spent on manual tasks like research or gathering information from various sources. With all the necessary details readily available, sales teams can focus their efforts on engaging prospects and closing sales deals effectively.
- Enhances customer service: Contact data helps ensure personalized, prompt, accurate communication between businesses and their customers when questions or problems arise. Quick and efficient customer service can lead to customer satisfaction, increased loyalty, and potentially more business opportunities.
Accurate contact data plays a significant role in driving sales for SMBs in today’s market. Not only does it help you find potential customers easily, but it also helps you grow and retain current customers, boosting your business’s ability to grow more quickly.
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