Leads Research Guide How to find people online for - - PowerPoint PPT Presentation

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Leads ¡Research ¡Guide ¡ How ¡to ¡find ¡people ¡online ¡ ¡ for ¡business ¡development ¡

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First find your company

Easy steps to research your target: Google www.google.com – the biggest and best – use them. Find the home URL; go read the company website.

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Be devious

• Click through beyond the first page of results

for best detail

• Places I’ve found great contact information

– Press releases – Newspaper articles – White paper authors – We’re hiring link pages – News page (often names directors)

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Go to the Company site

• www.charlesrussell.co.uk
• You need to know the name of the person to

find them in the directory

• Does not allow searching using job title
• Can search for legal area of expertise but

corporate officers are excluded (CEO, CFO, CMO)

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Hoovers

Hoovers www.hoovers.com partly free / partly paid for company information

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Dun and Bradstreet

• Dun and Bradstreet www.dnb.com paid for

company information and credit checks

• Best for listed, public companies and large
• rganisations

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Now drill down to the people

• Finding the right person – start at the top.
• Hoovers gives top executives’ names free

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Check other people-related sites

Top 3 sites for personal contact information

• Linked In – www.linkedin.com
• Zoom Info – www.zoominfo.com
• Jigsaw – www.jigsaw.com

All have free and paid-for options.

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Compare free information

• Jigsaw vs ZoomInfo for Charles Russell LLP

Jigsaw: ¡197 ¡people ¡listed ¡ And ¡verified. ¡ ZoomInfo: ¡76 ¡people ¡ Listed ¡and ¡verified ¡

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Finding the right person

• Jigsaw has 4 marketing people listed

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Director of Marketing

• Jigsaw Contact details published... get more

detail with paid-for addon

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Jigsaw’s “free” points system

• You can ‘earn’ access to more detailed

information by participating in Jigsaw’s reward program.

• If you update records or provide access to

your contact database, you earn points which can be redeemed against access to more info.

• Or – you can buy a subscription

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ZoomInfo’s “CE” Account

• ZoomInfo offers access to some data in

exchange for checking / updating information through their Community Edition

• Contact details

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Don’t forget Linked In

• If you are a ‘connected’ person on Linked In –

you may have the best luck working within their Companies tab.

• But I wasn’t connected to the right people to

get directly to the Marketing Director – I found as a possible intermediary.

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Linked In premium

• Like the others, there’s a paid-for option that

gives you opportunity to send unsolicited email (in-mail) and gain access to people beyond your circle.

• Premium features

– Function – Seniority – Email

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Finding Daryl

• So, we found his name on both Jigsaw and

ZoomInfo

• Then, refer back to corporate site for details

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To conclude

• Use free resources first – be devious
• Get the 30 day free trial offers & test, test, test
• Find out which of the paid-for services gives

the best results for your business / market / target audience

• Sign up and you’re away!

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Get in touch

• Have a free 20 minute phone briefing with us

– T ell us about your situation – Ask questions – Get quick advice

• rebecca@creativeagencysecrets.com