Why contact lists are a thing of the past.

September 20, 2020

 

Have you been burned by purchasing an excel spreadsheet with names of restaurant contacts, only to realize that by the time you bought it the data was already outdated and useless?  You are not the first, and unfortunately you are not the last either.  There are plenty of cheap options for contact lists out there and the price point makes them very attractive but, those files are costing you a lot more than the couple hundred dollars you paid for them.  You need to consider the cost of lost revenue because of bad data. 

A study by DiscoverOrg found that sales and marketing departments lose approximately 550 hours and as much as $32,000 per sales rep from using bad data.  But putting a price on the sales lost because of an “inexpensive” list isn’t just about the money.  It is about the time that your team has lost that could have been used to engage leads vs chasing after warm leads that do not respond.

There are endless amounts of contact list providers with Restaurant Data.com, LimeLeads, ResaurantActivityReport.com, Foodservice Leads Report, attendee lists from conferences, and so forth. The top performing sales teams have long since abandoned the “smile and dial” and focus on quality over quantity. The top performing salespeople have powerful actionable observations about their prospect’s business and competitors. They know how to find contacts AND use data to pre-qualify their prospects. They know how turn a cold call to won business by incorporating useful insights into their selling style to add value to the conversation. Prior to the call, the top performing sales rep learn about their prospects.

This is were Brizo FoodMetrics differentiates itself from its competitors.  Brizo FoodMetrics helps the foodservice industry by providing the strategic data they need to win their market. We empower restaurant vendors and restauranteurs with better Market Research and Competitive Analysis.

Brizo monitors the online footprint of every food serving establishment in the US and Canada – from social media presence, online reviews, menu items, market composition, and even technological choices- Brizo provides an incredibly detailed portrait of the industry, down to the little details that matter to you.

Brizo FoodMetrics is a key component of every winning foodservice strategy.

Restaurants are struggling to keep the lights on but they are still being harassed with too many people trying to sell them anything. 

How can you differentiate yourself from the rest? 

First you need to build strong pre-sales capabilities with your team.  Companies who have strong pre-sales capabilities consistently outperform their less-informed industry competitors.  A recent McKinsey & Company study shows that “Companies with strong presales capabilities consistently achieve win rates of 40–50% in new business and 80–90% in renewal business—well above average rates.”

Second, you need to incorporate relationship selling.  Quickly gain credibility and establish yourself as a trusted advisor, the very first thing you should do is add value to your prospect’s life. That might mean reaching out with some helpful suggestions you uncovered because of your research, sending them relevant content, or anything else that benefits them.  Use the data to become a trusted advisor and build a relationship around trust and knowledge.

 

To summarize, contact lists are like using a shotgun whereas Brizo FoodMetrics is like using a sniper rifle.  Get your free trial today by clicking the link above.