Sponsored by George Fox University
Home Archives September 2006 Networking websites create business leads

Networking websites create business leads

| Print |  Email
Friday, September 01, 2006

For entrepreneurs seeking new ways to find connections and generate sales prospects, the web has become a virtual candy store of options. Many small-business owners are giving cold calling the cold shoulder.

Frank Rumbauskas, a sales coach and author of Never Cold Call Again (Wiley, June 2006), is convinced that cold calling is obsolete. Prospects hate getting unsolicited sales call now more than ever — if they even answer their phone at all. “Sales people everywhere are learning the hard way that cold calling just doesn’t work anymore,” says Rumbauskas. “They are using 20th century sales techniques to try to lure 21st century customers who have no patience for the sales pitch.”

Great alternatives to cold calling are the so-called social networking sites that are all the rage in the Internet world right now. And darned if some of them don’t actually have a lot to offer small-business owners.

Perhaps the hottest player in this niche is LinkedIn, an online network of some 6 million business people worldwide. While big social sites such as MySpace cater to personal use, LinkedIn is strictly business.

First, you join and create a profile of your business accomplishments. The profile helps you find and be found by former colleagues, clients, partners and prospects. You can add more connections by inviting trusted contacts to join and connect to you in web-like fashion.

LinkedIn is free to join but last year added paid memberships (at $60 to $2,000 per year) that offer premium tools for finding and reaching the right people. The paid memberships have been hugely popular, and LinkedIn says it will expand its free services as well.

The power of these new digital grapevines is their ability to share lead-generating ideas across large numbers of people and to provide “introductions” through trusted contacts. You don’t find your ideal prospect nicely registered on the site, just waiting for you.  Rather, through an efficient system of contact sharing, it may be one of your contacts’ contacts that ultimately generates the introduction and big sale you are seeking. 

LinkedIn aims to make the search for business contacts and prospects as smart and easy as possible. Business owners already use it frequently to look up people before business meetings to learn about backgrounds and interests of other meeting attendees as well as suppliers and potential customers.

Other popular web-based lead generators for small business include Jigsaw, Spoke and Zoom Information.

Jigsaw is an online business contact marketplace where you can buy, sell and trade business contact information. You can buy leads for cash or acquire names by contributing some of your own.

Spoke comes off as a more sophisticated service offering on-demand business contact information designed to help you find and sell to targeted buyers. Spoke has information on 650,000 companies and 30 million people and also has a social networking feature that lets subscribers share contact information.

Another helpful feature is Spoke’s ability to feed leads and contact information directly into Salesforce.com — a big bonus for small firms already using Salesforce. A Spoke subscription is $59 per month, or $495 if you sign up for a year.

— Daniel Kehrer, BizBest Media

 

More Articles

Portland: Where young people go to work?

News
Friday, June 06, 2014
UntitledBY KATIE AUSBURGER | OB GUEST CONTRIBUTOR

How to build a hipster-friendly work environment.


Read more...

Interview: Dr. Mark Goulston

Contributed Blogs
Thursday, July 10, 2014
JustListenBY TOM COX | OB BLOGGER

Tom Cox interviews Dr. Mark Goulston, author of Just Listen, Discover the Secret to Getting Through to Absolutely Anyone.


Read more...

OB Video: Building trade ties with the EU

News
Monday, June 16, 2014
BritEmbCampionBY KIM MOORE | OB RESEARCH EDITOR

The Oregon economy could get a boost from a new trade agreement being negotiated between the U.S. and the European Union.


Read more...

Risks & rewards of owning triple net investments

Contributed Blogs
Thursday, July 24, 2014
NNNinvestmentBY CLIFF HOCKLEY | OB GUEST CONTRIBUTOR

With the increasing retirements of Baby Boomers, a massive real estate shift has created a significant increase in demand for NNN properties. The result? Increased demand has triggered higher prices and lower yields.


Read more...

Updated: Disrupting innovation

News
Tuesday, July 08, 2014
070814 thumb disputive-innovationBY LINDA BAKER  | OB EDITOR

The New Yorker recently published a sharply worded critique of “disruptive innovation,” one of the most widely cited theories in the business world today. The article raises questions about the descriptive value of disruption and innovation  — whether the terms are mere buzzwords or actually explain today's extraordinarily complex and fast changing business environment. 

Update: We caught up with Portland's Thomas Thurston, who shared his data driven take on the disruption controversy.


Read more...

OB Video: Oregon MESA

News
Thursday, June 26, 2014

ThumbOregon Business hosts an informal roundtable discussion about the Oregon MESA (Mathematics, Engineering, Science Achievement) program.


Read more...

13 West Coast seafood species now 'sustainable'

News
Tuesday, June 03, 2014

Fishing OrBiz Fishing 0357 ADOBErgbCiting the transition to catch shares management as a key to rebuilding stocks and reducing bycatch, 13 species caught by the West Coast trawl fishery today earned designation from the Marine Stewardship Council (MSC) as sustainable.


Read more...
Oregon Business magazinetitle-sponsored-links-02
SPONSORED LINKS