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The New Rules of Lead Generation by David T. Scott

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Step 2: Select and TargetYour Cold-Calling List

Once you’ve defined your target audience, the next step is to create a targeted list of contact and demographic information for your potential customers. This list should provide you with their phone number, job title, and any useful information about the company and where they work.

As I mentioned in Chapter 11, for cold calling, you need to buy a contact list. You don’t have the option to rent one. The reason is simple: With cold calling, there’s no way for a list owner to enforce the “one-time-only” use agreement that you normally agree to when renting a mailing list for e-mail or direct mail marketing. Once you have a list of phone numbers, technically you can call the people on that list as ...

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