B2B data for UK campaigns: Decision Making Contacts or Job Titles
Posted on 14/08/2014 at 13:23By Corpdata
All day, every day, our research team phone companies to identify business contacts and the organisations they work in. Every call tries to find out who is responsible for each function or activity,…
Choosing the right contacts for your campaign
B2B Data Experts - How to choose the right contacts
All day, every day, our research team phone companies to identify business contacts and the organisations they work in. Every call tries to find out who is responsible for each function or activity, to determine who actually makes the buying decisions, for anything from cars to copiers. We identify both decision making contacts and their job titles. This process gives our clients extra choice in using our UK B2B data.
Initially it can be tempting to select contacts by choosing from a list of job titles. Most list providers only offer this, so many people are only familiar with this approach. However, for many marketing projects, perhaps even most, choosing decision makers provides a better response rate, and also a larger relevant target audience to contact.
The fact is, if you sell IT equipment, for example, it's not just people with the IT job titles who will buy from you. A host of other people with job titles such as 'Finance Manager', 'Facilities Manager' or 'Managing Director', are responsible for making IT purchasing decisions. Clearly, this means there are more contacts available. Interestingly though, these less 'specialised' contacts might currently have no idea that your products and services exist. They might be surprised and excited by the benefits you can offer.
Even if you consider, for your products and services, they are no more or less likely to work for you – because most other list providers cannot offer the choice of, and provide data in this way – many of your competitors (who haven’t discovered Corpdata and our UK B2B data) are not able to target them . . . so your message is less likely to be swamped by many other similar offers. So your message is likely to have more impact, command more consideration and ultimately deliver an improved return on your total marketing investment.
Ultimately a lot depends on the trust you place in your data supplier. At Corpdata we are with you for the long run! We want to supply you the best list for your campaign. To achieve this, we find it helpful to have a clear understanding about what you are trying to do. We know about B2B data, but you know your business and market. What in your view works, what does not and what contacts we might be able to identify which will allow the campaign to deliver a good return. And that is what it is all about - for us both!