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Should I Buy Leads?

Feb 28, 2008
I get this question from my clients on a regular basis. If you're considering using leads to build your business, I recommend taking the following steps.

First, consider how you might use purchased leads: Are you going to mail something to your leads? Or, do you want to call people and talk to them about your products, services, or program? Or, are you thinking in terms of initially contacting people via email?

Answering the above questions will enable you to determine which types of leads are best for you. For example:

Mailing list leads: First name, last name, mailing address, and, if relevant, additional information such as company, position, date of birth, etc. is provided. Costs can vary depending upon the age of the list and how the list was created.

Phone leads: These are usually the most expensive type of leads, especially if the leads are fresh (1-15 days old). Often phone leads have been surveyed to further ensure the quality of the leads. Phone leads can cost from $3-$5 a lead. But, for this price, the leads should only be sold once, meaning to you. The price per lead will go down below $3 if the leads are sold to more than one person.

Email leads: Typically email leads are used in large volumes, such as tens of thousands to even a million or more. At least one campaign is created that consists of a series of messages that will be sent to each email addresses purchased. Each campaign created has a purpose and focus. Email leads can be fresh or old (90 days or more). The cost can range from less than a dollar to a penny per lead.

Second, determine a target market. There are leads available for countless target markets. Here is a sample of the types of markets you can target with leads:

Businesses
Consumers
Network Marketers
MLM Genealogy
Opportunity Seekers
Mortgage Refinance
I.T. Pros
Non-USA
Investors

Third, find a good vendor. Make sure you can actually speak to a real person before you order leads from a company. There are a lot of "fly-by-night" lead vendors who simply have a web presence. Avoid these. Choose a company that specializes in providing quality leads, has good customer service, can answer your questions and help you decide what's best for you.

If you're going to spend the money on leads, make sure you get the assistance you need in order to use your leads in the best, most informed and effective way possible!
About the Author
Kimberly Anne is a seasoned businessperson with over 20 years of marketing experience. With a BA and a MBA, she has helped thousands of people start home businesses and achieve success. For more home business advice visit Kimberly's site www.all-about-home-businesses.com.
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