How to Optimize B2B Contact Discovery for Better ROI

B2B Contact discovery and list building are important services in the B2B realm. Even though they are not the ‘b2b talk of the town’ as lead generation or demand generation; it in no way means they are any less important. In fact; they are crucial in creating a robust foundation for getting the best results in terms of ROI for b2b companies.

If you are deploying the best strategies in sales and marketing and yet losing out on business; maybe it’s time to revisit your data lists. A bad data list is pure bad news for any b2b organization. After all, contacts and listings is the foundation of effective results.

This makes contact discovery and b2b listing all the more important for getting closer to the desired results. However; the task of creating an accurate contact list is a tedious one. Simplifying the processes step-wise can be a good approach to get what you want.

Here are a few steps that can set a good ground for building up the contact discovery listing:

1. First and foremost, know your customers well
2. Understanding buyer personas makes it that much easier to know the customer well
3. Being resourceful comes handy and collecting maximum information possible will only take you one more step closer to accuracy
4. It's best to collect information from the most authentic source and resources who are primarily involved in directly communicating with customers can provide the most significant data
5. Analyzing the feedback or follow-up communication for deeper insights and needs of the customers is a great way to go ahead
6. Organizing the collected details in categories such as industry, company size, designation, challenges and feedback is important

Once you know whom to target; the path ahead becomes easier. Once you have the right data with you, you can go ahead by listing out companies that align with your specifications. After you list out the companies the next thing to do is list out the department and the decision maker. Make the most out of the information you have related to the patterns of the job descriptions, purchase-decision-making-authority etc. to get closer to achieving the desired results.

Social media is a gold mine when it comes to getting to know people and their behavior patterns. Likewise; you can get more and relevant contact details of your target audience through social media or by doing extensive research.

Validating Contacts:

This is one of the most important steps in contact discovery and listing because this is your first contact or communication with the lead. Its best you do it with a script and don’t forget this is the best check as far as relevance and accuracy is concerned. This final check will decide many things down the road. The validity check is necessary and will decide whether the lead is worth investing and the right investment will save a lot of time, efforts and costs.

Outsourcing Contact Discovery:

This whole process of contact discovery and listing is tedious and time taking; and this also calls for a lot of overhead resources and investments to further get accurate results.

One of the best options to get all this cost-effectively and with guaranteed results is to outsource contact discovery to a company who provides it as a service.

Partnering with a company who has the experience and expertise in building the lists and discovering the right lead for you can help you in the long run in getting more business in less time.

Conclusion:

If you pay attention to the crucial and foundation building tasks in lead generation and it then becomes less of a challenge. Partnering with the right company is also a skill and you must choose wisely to make sure your outsourcing efforts bear fruit in less time.