Sales Leads

Direct Mail Investor Lists and How to Use Them

Direct mail lists can help investment managers target people who may have an interest in expanding their investment opportunities.

Direct mail lists have several benefits that can work in favor of investment managers and investors. Businesses can even use accredited investor lists to target wealthy individuals and organizations that can participate in equity funding without excessive regulations.

While some industries struggle to make the most of direct mail lists, investment managers often find that they get better results from direct mail than other types of solicitation. It’s a cost-effective method that helps them save time by targeting accredited investors.

Legal Ways You Can Market Investment Opportunities to Accredited Investors

According to the Securities and Exchange Commission (SEC) Rule 504 of Regulation D, companies can use general advertising and solicitation to find potential investors. The rule, however, states that companies must only sell to accredited investors. Even though companies can use general solicitation and advertising, they cannot recruit everyone who responds. Instead, they must make an effort to verify each person’s accredited investor status.

This means that companies cannot sell to anyone who does not make at least $200,000 per year (and has made that amount for at least two consecutive years) or has $1 million in assets, not including the value of the person’s primary residence. These laws are intended to keep risky investment opportunities away from individuals who cannot afford to lose their money. People who meet the standards of accredited investors, however, have enough money to absorb a loss. They are also expected to understand how investment vehicles function.

This law makes it legal for companies to advertise investment opportunities in several ways.

Television Advertisements

According to the website Statistic Brain, 99% of homes in the United States have televisions. In fact, the average household has more than two televisions. This creates an excellent opportunity for companies that want to find investors.

Television advertisements benefit companies by helping them reach a wider audience of potential investors. Unfortunately, companies that choose this option usually have to turn away a significant percentage of responders. Since they can only sell to accredited investors, the companies will spend a lot of time reviewing documents that ultimately prove an investor unable to participate.

Website Solicitations

Websites offer similar pros and cons as television advertisements. With an online solicitation, companies can reach a wide audience of potential investors from all over the country. Many of the responders, however, will not meet accredited investor qualifications.

Interactive websites offer an extra benefit. By having interested investors answer a few questions, companies can screen for those who obviously do not meet the necessary qualifications.

Direct Mail

There are at least two options when it comes to recruiting investors through direct mail. Companies can purchase leads from other businesses, or they can generate their own leads and send information to those prospects.

According to FindAListBroker.info, buyers should take care when buying a lead list from an unfamiliar lead broker. Certain lead aggregators can offer legitimate, broker-surveyed accredited investor lists, but many others are selling false data for some easy money. While unscrupulous brokers will use modeled data and poorly-surveyed prospects that won’t actually qualify for the SEC criteria, legitimate accredited investor lists will include only the contact information of accredited investors who can legally take advantage of your investment opportunities. That doesn’t necessarily mean that they will choose to do so, but at least you know everyone receiving information has the ability to participate, which can save a significant amount of time and energy.

Generating leads independently can yield terrific results, especially when investment managers get their leads by presenting information to investment groups that include several accredited investors. Generating your own leads, however, is time intensive and will not produce immediate results. Investment managers may spend a considerable amount researching and networking with potential investors. This can make lead generation a relatively expensive recruitment tool.

To get the best results, direct mail sent to accredited investors needs to include crucial information about investment opportunities. These savvy investors are unlikely to respond to general solicitations that make wild promises. Without comprehensive reports with supporting data showing how investors can benefit from dedicating their money to a specific opportunity, it’s unlikely that sophisticated investors will spend much time considering the offer.

The Bottom Line

Forbes contributer Tanya Prive acknowledges that Title II of the JOBS Act allows companies to use general solicitation strategies to find investors. It’s crucial, though, that companies realize they cannot accept everyone who responds to their solicitation. As long as you only sell to accredited investors, it’s easy to stay within the rules. Failing to verify an investor’s status, however, can lead to severe penalties including fines, loss of license, and even jail time.

The Influence of Regulation D Rules

Regulation D makes it easier for companies to solicit investors immediately instead of waiting through an introductory period. This benefit comes with some stipulations, though. According to the SEC, Rule 504 of Regulation D provides exemptions that let companies skip registration requirements. They can begin soliciting investors immediately, but they can only sell to accredited investors. This lets small companies avoid the hassle and expense of registering with the SEC. Companies have long complained that SEC regulations made it difficult for new companies to enter the industry. Rule 504 changes that.

The Advantages of Approaching Investors Via Mail

Houston Chronicle writer Rick Suttle acknowledges several advantages to using direct mail. According to Suttle, direct mail:

  • Lets businesses target specific types of consumers
  • Is easily customized to appeal to specific recipients
  • Is a cost-effective way to reach a large number of people
  • Offers measurable results

Aside from these technical benefits of approaching investors via direct mail, there are some soft benefits that many investment managers don’t realize.

One benefit is that people are more receptive to direct mail solicitations than phone solicitation. According to Diana Mey, a writer who has been featured on USA Today, Dateline, and People Magazine, 98% of people who responded to an online survey about telemarketing said that getting calls made them angry. About half of Californians even say they dislike telemarketing more than traffic, doing taxes, and waiting at the DMV.

People simply do not like getting unsolicited phone calls, even when the person calling has a unique investment opportunity. The calls feel like a burden and an interruption to daily life.

Direct mail that targets people on an accredited investor list can also work better than approaching people in person.

This often feels like a major interruption, no matter what time of day an investment manager approaches someone about an opportunity. Scheduling an appointment during business hours prevents successful people from concentrating on their work. They may want to grow their wealth through investments, but they’re more concerned about meeting their professional goals. Only the most serious investors are interested in scheduling meetings after business hours, when they would rather relax with their families or hobbies.

At best, an in-person solicitation gives you an opportunity to hand prospective investors information. Putting that information in a well-crafted direct mailer is just as effective, and it doesn’t take nearly as much time.

How Other Industries Can Benefit from Quality Mailing Lists

Several industries can benefit from using mailing lists that target some of the wealthiest people in the United States.

Some of these industries include:

  • Luxury magazines
  • Financial newsletters
  • High-end retailers
  • Luxury travel

Companies that work in these industries need to attract wealthy individuals and families to sell their products and services. The average person simply does not have enough money to purchase, for instance, a luxury car that costs over $100,000. It’s also unlikely that the average consumer has enough money to afford luxurious travel accommodations.

When these companies use accredited investor lists, though, they get to target people who either earn over $200,000 per year or have at least $1 million in assets. Purchasing quality mailing lists makes it easier for them to target an audience that can afford to take advantage of their offers.

Direct mail investor lists are a boon to the investment industry, especially for companies that can qualify for Reg D exemptions. To get the most out of an accredit investor list, though, companies need to provide detailed information about investment opportunities. Companies also need to verify the accredited status of potential investors. Failing to verify the status is a violation with stiff penalties.

As long as companies follow the rules and target accredited investors, direct mail and accredited investor lists can help them take big steps towards success.

Help to Reach More Investors

Now is an excellent time to raise capital using a Reg D private offering.

The SEC has created Regulation D Rule 506c which lifts the ban on general solicitation and enables companies to reach more investors. This creates an opportunity to reach an additional group of investors, yet they still need to be accredited. Private placement leads are accredited investors, the exact group of people that can participate in your private offering.

It can be challenging to locate private placement leads unless you purchase a leads list.

You can buy one from www.salesleads.tv or www.accreditedinvestorleadscom. These lists will include people that have made either $200,000 individually or $300,000 jointly with their spouse over the past two years and are likely to do so again in the current year. Those that don’t meet the income requirements may be included if their net worth, excluding their primary residence, is over $1 million. Companies armed with a private placement lead list can confidently reach out to investors without worrying about violating general solicitation rules.

Regulation D Rule 506c lifted the ban on general solicitation, but it may not be the best offering type for every company.

It enables advertising of an offering to the general public, so long as only accredited investors actually participate in the offering. Companies that have local, non-accredited investors that want to participate cannot use this offering type. For example, if your business banker, lawyer, or CPA want to participate but do not meet the income requirements, they can under Rule 506b. This enables companies to raise capital from people in their sphere of influence then target accredited investors for the remaining capital raise.

Taking Private Placement Leads into Consideration

When using Regulation D Rule 504 or Rule 505, it is also important to obtain private placement leads to call on. These rules do not allow for advertising or general solicitation so companies that call on non-accredited investors can be in violation and lose their exemption if they start calling or marketing to them. A scrubbed list is extremely important for avoiding these types of incidents.

Companies can also locate accredited investors by establishing a referral base with local professionals. People like lawyers, CPA’s, bankers, and investment reps are excellent sources of leads. They work with people that have a higher net worth on a daily basis and may be aware of who is looking to invest. The trick is that these relationships take time to build as you need to establish a level of trust. For example, a lawyer is not going to refer one of their clients to someone they just met. The relationship needs to be established first. If you plan on issuing a private offering in the future, start building the relationships now. If you are ready to launch, this is a long term strategy that likely won’t produce results within a short time frame.

You can also attend investment group meetings and ask to present your deal. These groups have local accredited investors in them, many of which actively invest. Make sure to follow up with everyone you meet to take the deal all the way through closing.

If you want to hit the ground running and raise capital quickly, the best way to do so is to purchase a list of private placement leads from www.salesleads.tv or www.accreditedinvestorleads.com.

How to Work Precious Metal Leads

In a booming industry, precious metal leads are a key way to attract investors. Creating an investor profile is an important step in the process. First, consider the type of investor you are trying to target and what you think they may be interested in. For example, many people that invest in hard assets like precious metals do so as a way to protect themselves against inflation or the dollar losing value. By understanding their key motivations, you will be better equipped to close the sale.

Solidify your investment opportunity by writing a memo executive summary and private placement memorandum, if necessary. Creating your investment documents and materials prior to calling will help you to stay organized and on point when speaking with prospective investors. It is also wise to write down some key talking points and statistics prior to calling your precious metal leads. These investors are likely to be already familiar with the industry, so it is important for you to deliver key information that is backed up by data and research. Be prepared to site your sources and explain where your data has come from in case they have read something that contradicts it. Becoming an expert in the industry is important when calling educated investors.

Precious metal leads are typically comprised of investors that have researched the industry enough to know that investing in precious metals and other hard assets can be a way to protect their financial future from market volatility. When speaking with them, you can reference this common understanding and use it as a discussion tool for establishing common ground. Many investors prefer to work with companies and brokers that they can connect with. Creating that personal relationship can help you to establish an opportunity to direct their investments in the long-term.

Plan out the steps you will take to close the sale. This should start with how you will get precious metal leads to what you will do once you contact them and the steps to close. Consider what information you will provide, when and how you will deliver it, and what questions investors may ask. You need to be able to answer them, overcome objections, and create enough interest that an investor wants to move to the next step. Create a combination of marketing and educational material that works for a variety of investors.

Once prepared, you can purchase precious metal leads from SalesLeads.tv. As a leads broker, we are able to secure targeted leads for you to contact. Instead, of calling a wide variety of people that may or may not be interested in the industry, we can provide a list of people that have expressed interested and would be best suited to your opportunity. The ability to narrow down your lead list will save you time and money while increasing your closing ratio. Our team of experts can help to identify exactly what you need, so call 1-800-590-5323 to get started.

Financial Sales Leads to Grow Your Business

If you are in the financial services industry, financial sales leads can help you to close more deals and grow your business.

It is a competitive industry, and in order to stay on top you have to continue reaching more and more prospects then turning them into clients. This can take a lot of time and effort. Many people within the industry focus on networking and building a solid referral group. This has been proven to work, but it takes time, even years to fully develop.

The question is, what do you do in the meantime? You can’t wait for a referral network to flourish when you have bills to pay and goals to meet. Instead of sitting around and hoping that the phone will ring, go after customers and proactively grow your business with financial sales leads.

This type of lead can be designed to check all of the demographic boxes for your ideal customer. Before you can begin, you need to understand what that ideal customer looks like. How old are they? How much money do they make? Are they working or retired? Does gender, zip code, or income level impact their buying decisions? The more you know about your target customer, the better leads you will be able to buy. With a firm customer profile in place, www.salesleads.tv, can help you to locate the financial sales leads you need in order to reach more prospects. A quality lead will save you a lot of time by directing you to the people that are most likely to engage your services.

Start with a Cold Calling Plan

Start by creating a plan on how you want to reach these prospects. Cold calling takes persistence and dedication. You may need to call a single prospect five times before you get an answer. By creating a calling schedule, you can be sure to have time allocated to follow up on leads and to make the initial calls. It is important to know what you are going to say in advance of the call. While you don’t want to come across scripted, you do need to sound convincing, and writing down a few lines, or bullet points will help you to stay on track. Remember to tell people how meeting with you or working with you will improve their lives. These calls are not about you. They are about them and how you can help. Convince them of this, and they will take an appointment.

When creating your strategy, consider how you will track your phone calls and your hot leads. This includes note keeping so that when you follow up with someone you can easily recall where your conversation left off. They will remember and if you don’t, you will come across uncaring and robotic. There are many sales tracking software solutions that can be used without investing a lot of money. If you are unable to purchase one, use an excel spreadsheet. While more rudimentary, it will allow you to create as many fields as you need to identify and remember important information.

To start closing more deals, purchase your financial sales leads from SalesLeads.tv today.

How to Win with Sales Leads

“Always Be Closing” – this famous sales leads quote comes from the movie Glen Gary, Glen Ross.  If you are looking for sales inspiration, this movie is full of classic lines and at least a few laughs. 

While over the top at times, the movie did get a few things right.  If you aren’t closing deals than you are not succeeding and in order to close more sales you need better leads.

Leads Have a Limited Life Cycle. 

Whether you are buying leads or cultivating your own list, the information is only good for so long.  Eventually, people move away, leave to work for another company, or have their needs change.  Having a name with the incorrect phone number or address is a waste of time, money and resources.  Up to date and current information is needed in order to close more sales.

Working from a Quality Sales Leads List is the First Step to Success. 

When you know whom you are calling, have accurate contact information, and know what they may need, you will have a far greater chance of success.  In other words, the more information you have, the better.

When buying sales leads narrow down your focus and try to go after a specific type of customer.  Here are some things to consider when reviewing your average customer profile.

  • Male or Female.  Is there a difference in buying habits between males and females when it comes to your product or service?  For example, if you are selling a membership to a lady’s gym, you very obviously would not want a lead list full of mens names.
  • Average Age.  What age group is your client normally in?  This is extremely important for improving your closing ratio.  People selling funeral services probably don’t want to call on prospects in their twenties.
  • Location.  If you are selling a product or service that people need to be local in order to use, make sure that your lead list is narrowed down by zip code.  Regardless of whether you are promoting a new car dealership, time share, or dental plan, make sure that you are calling people in the area that is close to your service offerings.
  • Income.  When you analyze your target customer, review how much money the average customer makes.  If you are selling a service geared toward high income families, you don’t want to call on people that cannot afford it.  While they may get excited, they won’t be able to purchase which wastes your time.

By understanding who your primary clients are, you can obtain a sales leads list that has those type of prospects on it.  When you make your calls, you will be able to do so knowing that every person you speak with has the potential for becoming a customer.  This will save you time, help you to make more money, and increase your closing ratio.  In the words of Alec Baldwin, “Always Be Closing” and start today by ordering a new leads list.

How to Follow Up and Close Sales Leads

Once you have reached a sales lead it is important to capture their interest and make them excited to learn more.  Some types of sales can be closed on the first try where others require a longer sales cycle and cultivation.  Generally speaking, the more expensive the item, the longer the sales cycle.  Unfortunately, it is easy to lose the sale by not following up in time or not following up at all.

Here are Tips for Closing More Sales Leads by Improving Your Follow Up Skills.

  • Tracking.  You need to have a good call tracking system in place, other than notes on scratch paper.  Your tracking system should be electronic and include a place for notes and when you are supposed to call back next.  Your notes should be as thorough as possible to include personal information that you can use again in conversation.
  • Alerts.  An auto alert system can make sure that you don’t miss any follow up calls. This can be as simple as a calendar alert or tied into a sales tracking software.  If you are on a budget, create a Gmail account and use the calendar feature to set your alerts.  Make sure that you include in the calendar the phone number, person you are calling, and any relevant notes.
  • Have a plan.  It is important to understand what you are trying to sell and the steps of the sales process.  Have a plan for what information you are going to give your sales leads and the order that you want to give it in.  You don’t want to overwhelm someone with too much information at once.  By making a sales flow chart, you can determine where they are within the sales cycle and give information accordingly.
  • Establish trust.  Build a relationship with your sales leads so that they will trust you and the advice you are giving.  Set yourself apart as a knowledge expert in your industry and provide them with useful information.  You should also find common ground so that you can talk about things they can relate to.
  • Create a sense of urgency.  Using a special promotion or a time sensitive offer, create a sense of urgency that makes them want to finalize their purchase quickly.  This is an important tool that will prevent you from spending too much time in the overall sales cycle.  If they are not motivated by the special offer, they are probably not ready to purchase and need to be put on the back burner or second tier of people to follow up with.
  • Keep your promise.  If you say that you will send something or call back at a certain time – do it.  Keeping your promises is important in closing the sale and will give them confidence in your abilities.

If you follow these steps, it will be easier for you to close your sales leads and your overall conversion rate will improve.  It takes time to cultivate relationships but doing so will create long term clients for you and your company.

Do Not Call Compliance for Your Company

Telemarketing is an important marketing tactic.  It’s popular because it works.  However, with the rise in legislation surrounding telemarketing it is equally important that you and your company stay in compliance.  Otherwise, you could be hit with large fines that cut into your bottom line.

Here are some Do Not Call compliance guidelines you can use when making calls.

  • Scrub your sales leads.  Buy a sales leads list that has been scrubbed against the Do Not Call registry.  You can also create an online account and scrub your leads on a regular basis.
  • Call time.  Do not call people before 9am or after 8pm.  Otherwise you could be violating state calling rules.  Each state has different guidelines so you may want to confirm the time restrictions in your particular state.
  • Keep an internal list.  You are responsible for keeping an internal list of people that do not want to be called by your company for a minimum of five years.  Whether you keep the list electronically or manually, make sure you have a back up in case something happens.
  • Inform your staff.  Each business is responsible for educating their staff about the DNC guidelines and how to follow them.
  • Create an internal policy.  Companies are required to have an internal policy and procedure manual surrounding the Do Not Call rules and regulations.  This should be written by management and reviewed by an attorney to ensure that you are 100 percent in compliance.  This is particularly important if you are calling multiple states.
  • Run business number.  Technically, most B2B calls are not covered under the Do Not Call guidelines.  Their is a caveat.  Business owners often use their personal phone numbers or cell phone as their business line.  These personal phone numbers can end up on the DNC registry.  This makes it important to scrub your business sales leads as well.

There are safe harbor guidelines that prevent companies from getting fined when they make innocent mistakes.  In order to prove that you made an “innocent mistake” you have to follow these best practice guidelines.  Feel free to include more of your own, but the point is that you need to be able to show that you are doing your best to stay in compliance with DNC guidelines. It is natural for people, and businesses, to make a mistake.  Just be prepared to demonstrate your compliance practices when you do.

You can stay up to date on regulation and learn more about best practices by visiting https://www.donotcall.gov/ or reading our blog for further updates.

How to Improve Your Cold Calling Results

Cold calling is an important part of business. Companies and sales people, need to make sales in order to stay in business.  When the phone isn’t ringing, making outbound calls is the solution.  Whether you are calling B2C or B2B it is important to start with a quality lead list that has been scrubbed against the Do Not Call registry.  Many business owners use their personal phone number,which could be registered with the DNC, so scrub all of your lead lists on a regular basis.  Once you have your sales list ready there are steps you can take to improve your cold calling results.

Here are our favorite cold calling tips.

  • Become an expert.  You should be the expert in your business, your industry, your products, investment offering etc.  Spending time brushing up on industry news so that you aren’t caught off guard by any questions.
  • Prepare your space.  If possible, call from a quiet room with your supplies laid out in front of you.  Whether taking hand written notes or using a computer, you need to document what happens on each call for follow up.
  • Narrow your focus.  Call prospects about one specific product, service, or investment opportunity at a time.  This will enable you to get into a grove and as you answer the same questions, you will continue to improve.
  • Understand your goals.  What is your objective for the call?  Is it setting an appointment, closing a sale, or transferring them to another closer?  Focus your goals so you can track your success rate and look for ways to improve.
  • Perfect your pitch.  When making cold calls, you may only have seconds to capture their attention.  Practice your pitch and make changes until you are able to capture and hold the attention on the other line.
  • Objections.  You will hear a range of objections from “I don’t have time to talk” to “Your product’s bad”.  Have an answer to objections so you can quickly and easily overcome them.
  • Make it personal.  Explain how what you are selling will improve their life, make their job easier, make them money etc.  People don’t want to hear about you.  They want to hear what you can do for them.
  • Give examples.  When making cold calls it helps to be able to give examples of how what your selling is helping other people in the area.  For example, “Tom down the street just bought this and his business saved $300.”
  • Ask for the sale.  Many salespeople make the mistake of not asking for the close.  Once you have given them information don’t be afraid to ask for the sale.  Do not miss the opportunity by ending the call without trying to close the deal.

How to Make Cold Calls More Effective

Make your cold calls more effective by starting with a quality lead list, perfecting your pitch, and incorporating these tips.  Every time you reach a prospect it is your opportunity to close a sale.  Make it count and don’t waste a moment.

Telemarketing Tips – Part Two

Effective Telemarketing Techniques

Last week, we began a discussion of effective telemarketing techniques. We offered several tips to help you make a personal connection with a prospect, establish your company’s trustworthiness and then offer something valuable for free. As a leading provider of lead lists, we at SalesLeads.tv have a vested interest in helping telemarketing campaigns succeed – we know that you’ll then return and buy more lists!

Our hero telemarketer is about to conclude the initial phone call. Let’s continue the thread:

  1. Book an Appointment: Usually, when prospects receive free gifts with perceived value, they are willing to schedule a follow-up phone call. This ploy allows the prospect to “win” – i.e. exiting the phone call with something of value in return for nothing more than a phone appointment. They are already “ahead of the game” and are thus more likely to be willing to talk again later. In fact, they may be looking forward to the next conversation.
  2. Gather Information: The purpose of the second conversation is to gather information that can be used to assess how likely the prospect is to actually buy what you are selling. Start with open, general questions asked in a friendly manner. Do not drill the prospect – high pressure tactics are premature at this stage. Only elicit the information they seem freely willing to divulge. Your telemarketing script should target three relevant questions that will provide you valuable insight into your prospect’s needs and how your product will fulfill those needs. Although the questions are scripted, keep the tone natural.
  3. Prepare for the Third Conversation: You’ve gathered some insights and now it’s time to end the second conversation. You do so by first asking permission to send the prospect some marketing material, perhaps disguised as general information. You then should make a third, hopefully final phone appointment. Switch to closed questioning, such as: “What work’s better for you for our next phone call, afternoon or evening?” You are starting to lock the prospect in to a selection from a limited menu of choices. This is an important psychological threshold.
  4. Close the Deal: In the third conversation, you want to be armed with a list of possible objections your prospect may voice along with the suitable counter-argument to remove their resistance. For instance, if they seemed worried about the product’s quality, assure them with testimonials, a money-back guarantee, free shipping of returns, etc. Appeal to their reasonableness as you remove any reasons for hesitation. When they finally crumble, reinforce their decision by reiterating why they decided to make the purchase and praise their vision in doing so.

You won’t win them all, but hopefully these tips will up your batting average. Happy hunting!

Eric Bank