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Frank Rumbauskas, a sales coach and author of Never Cold Call Again (Wiley, June 2006), is convinced that cold calling is obsolete.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

Branching out

March 2014
Tuesday, February 25, 2014
DSC04185BY LINDA BAKER

A blueberry bush is a blueberry bush — except when it’s a blueberry tree.


Read more...

Wheel man

March 2014
Tuesday, February 25, 2014
BY LINDA BAKER

Les Schwab has put a premium on customer service since 1952, when legendary namesake Les Schwab founded the company with one store in Prineville. (Schwab died in 2007.) But if the corporate principles remain essentially the same, the world around this iconic Oregon business has changed dramatically.


Read more...

Closing the gap: Community colleges and workforce training

News
Thursday, March 27, 2014
03.27.14 thumb collegeBY MARY SPILDE | OP-ED CONTRIBUTOR

Community college career, technical and workforce programs present an opportunity to bring business and education together as never before.


Read more...

Small business sales go big

March 2014
Tuesday, February 25, 2014

BY BRANDON SAWYER

Sales of small businesses surged in 2013 according to the biggest Internet marketplace of such transactions, BizBuySell, increasing to 7,056 reported sales, a 24% increase over 2012, when they dropped 7%. Portland Metro sales tracked by the site grew 9% to 73, capping three years of solid growth. On top of that, Portland’s median sale price jumped 67% to $250K, versus just 13% to $180K nationally. Portland was one of just six metros tracked where the median sale price matched the median asking price, with sellers getting, on average, 92% of what they asked.

BTNMarch14 tableBTNMarch14 line


BTNMarch14 piePDXBTNMarch14 pieUSA


Read more...

The 2014 100 Best Companies to Work for in Oregon

News
Friday, February 28, 2014

100best14logo ThumbnailThe 21st annual 100 Best Companies to Work For in Oregon list was announced Thursday night at an awards dinner at the Oregon Convention Center.


Read more...

Banishing oil burners reaps benefits for schools

News
Tuesday, April 01, 2014
04.02.14 thumb co2schoolsBY APRIL STREETER | OB CONTRIBUTOR

Three years ago, PPS set out to begin to convert the 1930s-era boilers from diesel/bunker fuel to cleaner-burning natural gas. Oregon’s largest school district has realized impressive carbon dioxide emissions reductions, setting an example for public and private institutions.


Read more...

Downtime with Ron Green

March 2014
Tuesday, February 25, 2014
BY JESSICA RIDGWAY

Ron Green became president and CEO of Oregon Pacific Bank in August 2013.


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