By Eric Omans

There is often a stigma with the term ‘list manager’ or ‘data broker’ and most think of giant corporations or shady hoodlums in their basements that have compiled a massive amount of consumer and business data, ready to sell to any and all takers.  This is where Grow Data gains the biggest upper hand.  While being small and nimble, we are also in a 1500 square foot office with a marquee and a physical mailing address.

Data selling is a relationship based business.  Nobody knows where or what you are actually selling.  It may have a fancy name or a lot of columns or be ‘verified’ – It all comes down to performance, trust and guidance.  Like with most services, you get what you pay for but more importantly, selling yourself as a long term relationship builder is the most important aspect of the business.  How do you accomplish this?

At GrowData we follow a simple formula;

1. Get in where you fit in.
2. Offer more than one solution.
3. Be courteous and respectful – treat customers how you would want to be treated if the roles were reversed.

 

Let’s take a closer look at these three mantras.

Get in where you fit in

This simply means we try to offer what is available and what the client needs.  We never try to overstep our bounds and offer products we are not experts at.  We also understand that most companies have a team of marketing service providers and each one has a role to play.  We are encouraged by this and enjoy being involved at varying levels for each customer – we want to get in where we fit in…

Offer more than one solution

As if this is not self-explanatory.  The logic is simple – if we recommend one data source or marketing channel, we limit our probability and potential.  Given the same marketing budget, it makes sense to test at list 2 if not more in order to increase the chances that one is an exceptional performer and is repeatable and scalable.  With only one solution, you are literally putting all of your eggs in one basket.  The same goes for marketing channels – just mailing or just telemarketing or just emailing just doesn’t cut it… having a few or at least two ways of reaching a consumer via the same list again doubles your chance.

Be courteous and respectful – treat customers how you would want to be treated if the roles were reversed.

This means on time delivery, honesty, integrity, and most importantly appreciating the business entrusted with you.