Want To Sell Business Leads With Automated System

"Would you be able to recommend a software for me to be able to sell leads? I want users to be able to sign up and purchase our available inventory of leads on a per lead basis. Looking for a software that handles payment and account funding." -- David B.

You aren't the first to ask this question as I often recommending selling unconverted leads to secondary markets. This question also came up for selling leads into reseller channels to recover cooperative marketing costs.

As for available software, I would recommend using your existing CRM package. This is because you'll want to seed the list, track who you sold it to, and register the sources of individual contacts for permission marketing.

Sure it would be nice to automate the purchasing process, however if your back-end accounting is properly setup you'll have more flexibility collecting a deposit on order request and charging out the remaining on credit card.

Use the processes you have, you don't need specialized software. Not until you have volume, even after that point, you can have a list broker handle the rental for you.

From a selling prospective, why would you want to fully automate something like this? You really don't want to be in the business of selling individual leads because you can't control your customers closing ratios. But more importantly ...

Two reasons you'll want to interact with the prospect at least once: (1) If you are in the list broker business, you'll want to cross sell them into other lists. (2) If you are in the lead generation business, then you'll want to understand what they are seeking to find more.

The key is importing all your lists into a system where you can scrub addresses, easily add list sources, and quickly cross reference names to get better sales. Extracts and loads come directly from your CRM system, with order management coming through your existing system.

© 2008 JWH Consolidated Inc, All rights reserved.

Justin Hitt helps information technology and professional services firms sell more with simple strategies that turn business relationships into profits. For database marketing support, visit http://hittpublishingdirect.com/

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