B2B lead generation - how to research targets online

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Leads Research Guide How to find people online for business development

http://creativeagencysecrets.com

First find your company

Easy steps to research your target: Google www.google.com – the biggest and best

– use them. Find the home URL; go read the company website.


Be devious

•  Click through beyond the first page of results for best detail

•  Places I’ve found great contact information – Press releases – Newspaper articles – White paper authors – We’re hiring link pages – News page (often names directors)


Go to the Company site

•  www.charlesrussell.co.uk •  You need to know the name of the person to

find them in the directory •  Does not allow searching using job title •  Can search for legal area of expertise but

corporate officers are excluded (CEO, CFO, CMO)


Hoovers

Hoovers www.hoovers.com partly free / partly paid for company information


Dun and Bradstreet

•  Dun and Bradstreet www.dnb.com paid for company information and credit checks

•  Best for listed, public companies and large organisations


Now drill down to the people

•  Finding the right person – start at the top. •  Hoovers gives top executives’ names free


Check other people-related sites

Top 3 sites for personal contact information •  Linked In – www.linkedin.com •  Zoom Info – www.zoominfo.com •  Jigsaw – www.jigsaw.com All have free and paid-for options.


Compare free information

•  Jigsaw vs ZoomInfo for Charles Russell LLP

Jigsaw: 197 people listed And verified.

ZoomInfo: 76 people Listed and verified


Finding the right person

•  Jigsaw has 4 marketing people listed


Director of Marketing

•  Jigsaw Contact details published... get more detail with paid-for addon


Jigsaw’s “free” points system

•  You can ‘earn’ access to more detailed information by participating in Jigsaw’s reward program.

•  If you update records or provide access to your contact database, you earn points which can be redeemed against access to more info.

•  Or – you can buy a subscription


ZoomInfo’s “CE” Account

•  ZoomInfo offers access to some data in exchange for checking / updating information through their Community Edition

•  Contact details


Don’t forget Linked In

•  If you are a ‘connected’ person on Linked In – you may have the best luck working within their Companies tab.

•  But I wasn’t connected to the right people to get directly to the Marketing Director – I found as a possible intermediary.


Linked In premium

•  Like the others, there’s a paid-for option that gives you opportunity to send unsolicited email (in-mail) and gain access to people beyond your circle.

•  Premium features – Function – Seniority – Email


Finding Daryl

•  So, we found his name on both Jigsaw and ZoomInfo

•  Then, refer back to corporate site for details


To conclude

•  Use free resources first – be devious •  Get the 30 day free trial offers & test, test, test •  Find out which of the paid-for services gives

the best results for your business / market / target audience

•  Sign up and you’re away!


Get in touch

•  Have a free 20 minute phone briefing with us – Tell us about your situation – Ask questions – Get quick advice

•  [email protected]

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B2B lead generation - how to research targets online