Once you have a database to work from or you have had one created you can start to ensure the details are correct.

Lead Generation is partly about picking up the phone and verifying that the info you have on your database is correct. Its a way to get a foot in the door and to start to develop a rapport with the company.

You’ll need to ask who would be the right person to talk to about a certain subject and get their name and email address, as well as any direct telephone numbers and mobile numbers they may have.

If you get through to the right person you will need to explain your reason for calling, without selling. You are only calling to get the right info so you can send them an email or letter about your product/service. Most people do not react well to cold calls – especially since the “do not call” register came into play in 2007.

Above all if you say you will send info to the person – make sure you do – and do it quickly. A fast response = a better chance of that lead converting to a sale.

Before you start – set up your database and have questions listed with spaces for answers. Be prepared for questions by having the marketing material open in front of you and always smile when you are talking to the person – they can hear your smile. Seriously!