Depending on the type of information, updates should occur either quarterly or monthly. Inquire as to the turnaround time that is the interval between when the lead is developed and when it is turned over to be worked. Determine whether the provider has made any efforts to cross-reference the data by comparing it against alternate sources. Inquire as to the historical direct mail delivery rate for the provider s data. Review the number of variables available in the data.
Variables increase the value of the data by providing for a more targeted, focused effort.
Inquire as to whether or not the names are being provided on an exclusive basis. Closing rates are directly correlated to the rate in which leads are converted into sales. There s no substitute for sales skills and product knowledge on the telephones. Minimize the time between receiving leads and contacting them. You get Quality OR Quantity . . .