We hear this question over and over, “Why should I pay for information, when most of it is available for free?” The simple explanation is that it’s often less expensive to purchase information than it is to search for it.
Click Below to see a short video (then read the rest of the article):
What would you pay if you could spend a lot less time on sales calls? Might you shell out a bit of dough if you had great information at your fingertips?
Cornered at the edge of a high cliff, the Sundance Kid told Butch Cassidy that he didn’t want to jump because, “I can’t swim.”
Cassidy replied, “Are you crazy? The fall will probably kill you.”
That’s exactly how Sheryl and I feel when folks tell us, “I don’t want to pay.”
We simply reply, “Are you crazy? The search will probably kill you.”
And, it’s true. Consider the Accenture survey from early last year which showed that:
“Middle managers spend more than a quarter of their time searching for information necessary to their jobs, and when they do find it, it is often wrong..”
There are a ton of other studies showing the same thing – most placing the cost of ineffective searches at over $5,000 per employee. Clearly, it’s the searches that are killing you.
Paid databases like ZoomInfo excel at finding the right contact information for just the right corporate executive. They offer several reasonably priced strategies that will have you quickly dialing the right person without the pain.
We’re not selling for ZoomInfo (we take no referral or advertising fees from any of the sites we write about), but it’s worth checking out their advanced selling tools – such as PowerSearch and PowerSell.
Our video at the beginning of this article will give you the best understanding of the kind of power you can get when you pay for a first rate research and sales tool.
Here, we’ll just tell you that you can slice and dice your look-ups by asking only for human resource executives in a 40 mile radius of a particular Cleveland zip code. Or, well, you get the picture – or, should I say, the video.
Watch it – and you won’t have to jump – or swim.
3 comments ↓
Great advice!
People often measure their time on the scale of their salaried or hourly pay. In fact, one hour of focused effort might produce many times billable payroll hours.
Commissioned workers often see this exponential relationship, but hourly and salaried workers sometimes miss this potential. The fact is that an hour spent efficiently today might not produce any more income to you than your scale, but that hour spent productively may be the key to future pay raises, promotions or may open the door to now unseen opportunities.
The most valuable commodity any of us has is time. Sometimes a small investment that makes our time more efficient and effective pays off in multiples; that same time spent to save a dollar might be wasted.
[...] Us page. This morning (which would have been early on MST) I received a note from Michael with a great tip from their [...]
[...] But, they also offer reasonably priced, but robust tools like PowerSearch, ZoomExec, PowerSell, ZoomLists and more. These allow their subscribers incredible power to identify prospects by zip code radius, job title, company name and about 47,000 other cool criteria. We’ve written about this aspect of ZoomInfo in “The Butch Cassidy Approach to Sales Calls.” [...]
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