If you are looking to promote your business to the Rugby area, there are currently 1,958 business prospects available.

Rugby (Warwickshire) is defined by the postcode districts CV21, CV22 and CV23.

The business data supplied by responsiva includes the following variables:

• Full company name. address and postcode
• Senior contact name and job title
• Telephone number, where screened against the Telephone Preference Service
• Industry Classification
• Employee Size
• Premise Type
• Fax number and website address where available

Email addresses are also available for many of the records within this data list.

The prospect data may be fine-tuned to meet your ideal criteria, such as targeting office premise types only, or to exclude companies of a certain size (e.g. micro businesses or companies trading from home).

To discuss your business prospect data requirements, call responsiva Data on freephone 0800 118 5000 (or send an email to info@responsiva.biz) where an industry expert will guide you through your selection and provide free counts of the prospecting universe available to you.

If you are looking to source a prospect data list in reading then look no further than Responsiva Data Services.

Reading in Berkshire covers the following postcode districts:

• RG1
• RG2
• RG4
• RG5
• RG6
• RG7
• RG8
• RG10
• RG30
• RG31

Within these postcodes there are 6,836 business data records which are available as a prospect list for marketing.

This data may be fine-tuned further by industry, premise type and company size to ensure your marketing list is appropriately targeted to hit the right prospects.

To find out how this list may be best applied to your marketing needs, call Responsiva Data Services on freephone  0800 118 5000  where a data list specialist will listen to your requirements and provide free data counts on the best prospects available to you.

Responsiva’s website can be viewed at www.Responsiva.biz

Redditch (Worcestershire) spans the postcode districts of B96, B97 and B98.

There are currently 1,974 business data records available within Redditch, which may be sourced as a data list for marketing purposes. Each business record comes complete with full contact details and a senior contact name to address your prospect mailing letters (or telephone marketing message) to.

To source a business data list it is advised to go through a reputable list provider, who will guide you through all the applicable criteria. For example, you may only wish your prospect data to contain director contact names, or be of a certain company size.

Responsiva data will ensure your prospect file is fit for purpose and supplied to you swiftly, via email.

To discuss your marketing needs call Responsiva Data on 0800 118 5000.

There are 1,321 prospect business data records within Bromsgrove, West Midlands.

Bromsgrove spans the B60 and B61 postcode districts.

A data list may be used for prospect mailings or telephone marketing.

The volume available within this data list will var, depending on new start-up companies entering the database and existing businesses moving away of liquidating.

If email or fax marketing is required there will be less business data available.

Responsiva Data can be contacted on freephone 0800 118 5000 for all your marketing data list requirements.

From the most recent business data counts, there are 809 marketing records available within Droitwich Spa.

Droitwich is taken as the WR9 postcode district.

This prospect data may be sourced as a data list for mailshots or telephone marketing.

Data volumes fluctuate according to new businesses appearing in the file, or lquidated companies leaving it.

Less records are available if a fax or email broadcast is required.

To acquire this data list call Responsiva Data on freephone 0800 118 5000.

One of the biggest complaints in sourcing data lists for marketing is where the list contains chains.

The main reason behind this is the sales process involved. Specifically that most chain business sites don’t have the decision making ability to buy the product or service being marketed.

This does depend very much on the product or service; some services (such as recruitment or office cleaning) are empowered at site, whilst others are sourced on a company-wide basis from head office.

In sourcing marketing data lists it is vital to appreciate this factor before the list is purchased.

Almost all branch sites are easily distinguished by the job title of the senior contact name who works there. Predominantly they are identified by such titles as Branch Manager, Site Manager, Licensee etc.

The best way to avoid branches is to select data only where there is a named director at site. Even the branches that are included in this way will have a specifically named director, and therefore some decision-making capability.

At Responsiva you are assured that data is never knowingly mis-sold, and questions are asked to guide you down the right path of sourcing a perfect data list for your marketing.

To find out more, call freephone 0800 118 5000 or view the website at www.responsiva.biz

Responsiva Data now offers a database evaluation service, which has particular relevance for insolvency practitioners when assessing the overall value of a company entering liquidation. Or indeed for any business requiring a valuation where a database is included within the company asset list.

Almost all businesses have a database, and most have two:

1. CUSTOMER DATABASE

A good customer database includes relevant information on spending patterns (i.e., products or services purchased, alongside transactional history). This database should also include purchaser contact names and details (such as direct dial telephone and email addresses). The value of this database links directly to overall company value, and overall goodwill of the customer base. A well maintained customer database, with full transactional history, can be valued by establishing each record’s estimated lifetime value. This is achieved through regression techniques. i.e., by establishing the average historic and lapsed customers’ value, the data model is applied to active customers to estimate a future value.

2. PROSPECT DATABASE

The second type of database a business may host is a prospect database, which is used for marketing initiatives. This will have typically been purchased from a data list broker and/or compiled from inbound enquiries. A good data list broker will have supplied this data based on a data profile of the customer database. i.e., if all the customers are builders & plumbers, then the prospect database will also contain builders and plumbers, exclusive to the customer database.

Evaluation of a prospect database is based on many factors which include;

1. The age and currency of the data. This can be established by matching the file to the current (updated) universe of UK businesses. The more matches there are, the more current the file.

2. The licensing agreement of the data, as originally sourced. Inbound enquiries will be ‘owned’ by the company, but data sourced from a list broker may have a limited license agreement.

3. The data fields within the prospect database. For example, does the file just contain company names and addresses, or is it also populated with contact details, job titles, telephone numbers, email addresses (and are these personalised or generic?), industry classifications, company size (turnover / employee size), premise types (e.g. retail outlets, warehouses, offices) and even the incorporation date of the prospect.

4. The warmth of the data. For example, any communication history associated with the file. When and how last contacted (by phone / email / fax / post), and any responses to these communications.

5. Most important of all; who would be interested in purchasing or licensing this database for their own marketing? By analysing all the fields within the prospect database, a potential purchaser can be identified. For example, if the database contains solely plumbers then a plumber’s merchant would be a good place to start looking for a buyer. If the records arer exclusively warehouses then a fork lift truck company may be interested.

In presenting the database evaluation, Responsiva will also identify prospective purchasers AND an overview of how many such purchasers there are in the UK.

For example, there are approximately 2,300 plumbers merchants and 750 fork lift truck companies within the UK; each could be contacted (using the above example) via letter or telephone until a prospective buyer is found.

As with all things in life, a database is only worth what the purchaser is prepared to pay. Furthermore a potential buyer may prefer to source data from a respected data list broker, rather than a liquidated company. But because there is some value with all databases, it follows that a buyer could be located.

FREE DATABASE EVALUATION: JUNE 2009 only!

In launching this service Responsiva are offering the first database evaluation free of charge, limited to insolvency practitioners and strictly for the month of June 2009 only.

There is no obligation beyond this free trial, and all data provided for an evaluation will be treated in strict commercial confidence. i.e., data will be utilised solely for the purpose of the evaluation, reporting all findings to the insolvency practitioner only.

To take advantage of this free trial, Responsiva may be contacted on freephone   0800 118 5000  , or via email to info@responsiva.biz

In sourcing a B2B data list it is vital to pinpoint your target market.

This may be achieved by profiling current and past customers; in matching them to the business universe, the industry types, company sizes and other profile fields can be analysed and a prospect data specification be derived.

Many businesses already know their target market, so can identify their prospecting B2B data list from historical knowledge or common sense.

Accountants for example typically look for new businesses within their area, who can be identified by postcode and business incorporation date. In the first year of trading a business would not yet have filed their first year’s accounts, so (as every business requires an accountant) these businesses are most likely to be “up for grabs” as a potential new customer.

And Colleges (offering “Train to Gain” to the commercial sector) like to get as many ‘learners’ as possible. So employee size is critical, alongside a geographical catchment area and the exclusion of certain industry types (such as marketing to other colleges or training providers).

Commercial cleaning companies seem to love office premise types, again with a minimum employee size: as a general rule, the more employees the higher the number of  ”cleaning hours” required.

Whatever your industry there is definitely a target market - even if you’re not sure where it is.

Sometimes it is best to look at what business prospects you don’t want, rather than the ones you do.

Responsiva data receive many calls from businesses who say “we can sell to anyone, so there’s no definitive specification”. This is always an interesting comment to receive so we always dig a little deeper. Here’s an example of a typical conversation:

Enquirer: “we can sell to anyone, so there’s no definitive specification”

Responsiva: “absolutely anyone?”

Enquirer: “yes, really. We sell photocopiers so every business will need one.”

Responsiva: “how about branches of chain retail outlets or burger restaurants?”

Enquirer: “well no, obviously not to them - that would need a head-office decision.”

Responsiva: “and do you visit your prospects to demonstrate the photocopiers?”

Enquirer:“Yes, we have two sales people: one covers London and the South-East, the other covers Midlands and north.”

Responsiva: “who covers Cornwall & Scotland?”

Enquirer: “Our Midlands guy, but I prefer him not to travel there.”

Responsiva: “presumably the same for Ireland and off-shore islands like Isle of Mann and the Channel Islands?”

Enquirer: “Absolutely; there’s no way we’d go there on a speculative visit. It would take all day and cost a fortune in expenses”

Responsiva: “would you sell to the sole trader who works from home?”

Enquirer: “we can do, but ideally we like companies trading from offices with 50 or more employees. That way there’s a chance we can sell two or three pieces of kit, like printers too”.

Responsiva: “and how will you contact these prospects? By telephone, mailing or email?” 

Enquirer: “our sales team calls them to make their own appointments.”

The conversation continues and eventually the specification is reached. This time it’s more about which businesses to EXCLUDE from the prospective selectable universe, rather than the original comment of ““we can sell to anyone”.

The Data Specification

• Exclude businesses in Cornwall, Devon, off-shore Islands, Ireland and Scotland
• Exclude businesses with less than 50 employees
• Exclude businesses managed by a “Branch Manager”
• Exclude businesses not trading from an OFFICE premise
• Exclude businesses unless they have a telephone number screened against the Telephone Preference Service

So out of 2million businesses in the UK, just what percentage are now viable prospects for this company? It’s less than 2% of the original “we can market to anybody”.

And this is precisely why Responsiva are as good as it gets when sourcing B2B data lists. You’ll be guided through the identification of your key prospect list and never knowingly be sold a data list of inappropriate prospects.

Questions are free to ask, and counts of available prospects cost nothing either. Even the phone call is free: 0800 118 5000 

Responsiva Data Services. www.responsiva.biz

Sourcing a marketing data list should not be purely price-focused because not all data lists are the same.

To verify the 2million-strong universe of UK businesses takes time and resource. So if you source a cheap data list then there is a good chance that the data list itself may have been “cheaply updated”. i.e., not as current as yuou would find from the reputable data sources.

In the long run this costs you money because once you have sourced your business prospect data you will then be investing more money into contacting it. This will typically be through telephone marketing or direct mail, therefore incurring costs with the salaries of oprators to make the calls, or through the print / pack / post requirements to the data. And it is these costs which vastly outweigh the additional cost you may have spent on acquiring a high quality data list in the first place.

At Responsiva you will always find helpful and professional data advice, and never knowingly be mis-sold a data list which is unfit for purpose.

To contact Responsiva Data Services you only need call freephone 0800 118 5000 or send an email to info@responsiva.biz

ALL businesses should have a marketing database!

There are marketing data initiatives for all business types, ranging from the corner shop-keeper and car sales showroom (selling to consumers) to the business management consultant and accountant.

The first stage of getting the right prospect data list is to identify WHO buys your products and services.

CONSUMER DATA

For consumer customers, the most useful data field is usually the geography of the prospects. The majority of a corner shop’s customers usually come from the same postcode district, whilst car showrooms may attract consumers from slightly further afield.

Another highly important variable may include affluence (especially for high-value items such as cars), so a houshold income estimator may be applied. Or for other items (such as hot tubs) a household premise type indicator may be used; such as detahced houses with gardens.

Haviong established a database of viable consumer prospects, it is then a question of how best to use the information. Every time you have contact with your customers or prospects, new information should be gleaned. For example, email addresses or even birthdays. This allows regular contact for updating your prospects with new proucts and services, or sending them a personally signed birthday card.

BUSINESS DATA

Business prospect data is usually selected by one or more of the following variables;

• Geography (typically by postcode, town or county)
• Industry (there are 2,000 industry types to choose from!)
• Premise type (e.g. warehouses make great prospects for fork lift truck companies)
• Company size (turnover or employee size indicates an ability to afford your service)
• Senior contact name job title (What do the job titles “Landlord”, “Head Teacher”, “Managing Director”, “Branch Manager”, “Solicitor” and “Dentist” tell you about the business they work for ?)
• Date established or incorporated (new businesses are great prospects. For example, they would not have filed their first year’s accounts which makes great prospects for accountants. Or legislation (such as asbestos management enforcement in 2,000) makes the premises older than this great for a prospect data list.
• Number of sites: ideal for targeting the single-site company, or (for example) multi-site computer software.

Beware of data pitfalls!

Not all data is as it seems! For example, if you wanted a target data list of businesses with 5 or more employees nthen Responsiva recommends (in certain circumstances) considering 6+ employees instead. The reason is how and when this information has been gathered (i.e., having 5 employees). Employee size is a fluid variable and can change, but is also gathered “as quoted by the business in question”. A proud business owner may regard their business as having 5 employees, when in reality there is just the owner, an inactive spouse and two temps.

At Responsiva you will be guided through the pitfalls to ensure your chosen data list is fit for purpose, rather than maximising our own sales potential by providing you data you don’t need.

Providing the right marketing data list for your company is what Responsiva does best, and when you call us you will speak with a real expert in the field of prospect data; someone who cares about you getting the right data and not about maximising sales potential by peppering your data list with undesirable or inappropriate prospect data.

To contact Responsiva, you only need to call on the freephone number  0800 118 500  or send an email to info@responsiva.biz

Your marketing is important to us!