The most important thing to understand about using a Compariter lead is that our purpose is to provide you with the first step into building that all important relationship with your prospect that will result in them becoming your client. As a professional service supplier you will already know that you can never turn a prospect into a client without first creating and building that relationship. Business relationships are based on human interaction and as a result they will vary a very great deal. With some prospects you may be able to create that relationship very quickly, in some cases almost immediately. Other prospects may take you a long time, it could be many months of careful relationship building before you get any success. In many cases, statistically most, you may not be able to build a relationship at all and you will not therefore be able to turn that prospect into a client. This is the reality of human interaction and building relationships.
Compariter cannot build the relationship for you. We provide information, the reason, the 'excuse' to enable you to begin to try and build a relationship with a prospect. We provide first stage qualified leads. By that we mean the prospect has expressed an interest in the services you sell. The level of interest from lead to lead will vary from urgent and intense to general and mild. We try to reflect the differences in our pricing and descriptions.
Before using one of our leads it is wise to read the advice presented below.
You can use the following links to navigate around this page.
- About the Compariter service
- Who should use the service
- How we get our information
- Advice on how to approach companies
- Why companies do not get too many approaches
- Why the companies give us information
- How the Compariter service is so low in price
- The benefits of using the Compariter service
The principle behind the Compariter service is simple. We provide information outlining when companies are buying the services which you sell - allowing you to make the right approach to the right company at the right time.
You pick and only pay for those leads that you choose to pursue.
The aim of Compariter is to provide accurate, first stage qualified new business leads which are as accurately matched as possible to our clients at the lowest possible cost. The business leads we aim to provide are specifically to identify when prospect companies and other organisations are buying certain services or express an interest in buying those services. We go further and try to get as much information as we can get about what each prospect wants regarding the provision of those services. This extra information acts as a filter to define the sort of supplier that is best suited to approaching the prospect company.
The service is currently aimed at creative agencies, Public Relations agencies, Event management agencies and training services. There is a lot of cross over in these areas and many specialised agencies who would not describe themselves in the above groups might still find opportunities appropriate for them. By specialised we mean such agencies as branding consultants, packaging design, direct marketing agencies and so on.
We have future plans to expand the provision of the Compariter Service into other areas. Review this website regularly or email telling us of your area of interest and we shall let you know when we are providing the Compariter service in your area of interest.
Prospects either contact us direct and make a request to find appropriate suppliers or, our researchers telephone them to explain what we do and discuss their needs. Information we accumulate is always checked and clarified. All of our information is obtained by actions that are active not passive.
We only get our information as a result of a direct contact or a telephone conversation with someone at the prospect company. We do not engage in passive research such as media study.
We seek to talk to the most senior individual we can. We are totally open about what we are doing and we give them the reasons for giving us information. If they give our researcher information it will be recorded in our database. In most cases a follow up phone call is made to confirm the details of the first phone call. A letter or an email will be sent from us to the prospect company telling them to expect approaches from our client. The purpose of the letter is twofold. First it confirms our telephone conversations and gives the company an opportunity to stop us giving information to our clients, second it acts as a preparation so that clients approaches are expected and given due attention.
Our research team continually work on a database of major companies, government departments, and education organisations, all of which use the services in which we are interested.
Advice on how to approach companies
We get a huge amount of feedback from the prospect companies and we have some key advice for suppliers. Unless we say differently in the information we supply this is what your target prospects want from you...
- Make your initial approach in WRITING.
The target prospects are almost universally agreed that they dislike a sales telephone call. They find it intrusive and rarely timed right. They accept it from us because we are engaged in active research and not selling. Making your initial contact by telephone is an unnecessary risk and we strongly advise against it. Making an initial telephone call will usually get you immediately rejected. This rejection will be done in a variety of ways, from simply telling you to go away to telling you that they have no plans to buy your services at that time (even when they are in fact buying). Our regular clients who consistently succeed with our service never make their initial approach by telephone. Be professional. Write a letter and send it with some supporting information. It is acceptable to make a follow up telephone call after they have received and read your letter unless specifically stated otherwise. - Make your initial approach SPECIFIC.
This is very, very important. It is essential that you understand and deliver this to your prospect in your initial approach. You need to show them what benefit they can expect from using you in particular. What is it that you can specifically offer to that particular prospect? The target prospects know that you can't make an approach that is specific to them unless you invest some time in researching them first. A non-specific approach is a sure sign of an approach with little effort behind it. Simply mailing a brochure which explains how wonderful your business is definitely qualifies as a non-specific approach. On the other hand sending them a letter describing your research on the three best ways of increasing sales in their industry certainly does. Remember, it's all about relationship building. You must focus on their specific needs and not your own. You must try to give them a good reason to begin to build a relationship with you.
Finally, unless we advise differently in the information we supply, remember that we have confirmed to the prospect preparing them for approaches from our supplier clients. If you wish, you can mention Compariter in your approach letter but you do not have to do so. As a general rule, provided it fits in with your marketing style we would advise you to do so.
Why companies do not get too many approaches
We never sell information to more clients than asked for by the prospect company. This puts the prospect companies in control of how many approaches from our clients they can expect.
Every time we identify an opportunity we always ask the company how many approaches from our clients they want. Our database is marked with that number and when it is reached we will stop selling the information.
New leads are added every working day. For this reason it makes good sense for you to review this web site regularly and make any purchases you want without delay.
Although we do sell out of some leads we usually have plenty that are not sold out and are still current and available.
Why the companies give us information
The main reason that the companies give us information is that we are not selling them anything and they buy into the benefits which we give them for doing so. The major reasons we give follows.
Companies have a natural desire to want to identify suppliers that are right for them. One of their biggest frustrations is that they are bombarded by sales approaches continuously, occuring mostly when they are not buying. The vast majority of sales approaches are inappropriate for them and are made at the wrong time - when they are not buying.
If the prospect company gives us information they solve both of these problems. The more detailed requirements that the prospect give us acts as a filter so that they should only be approached by suppliers that are qualified in the way they want them to be. Furthermore the qualified suppliers should approach them at the time they want i.e. when they are buying.
There are lots of companies who have found exactly the right supplier as a result of an approach by one of our clients. They see our service as something of real value to them. We do not hassle or antagonise any prospect companies whatsoever. They are increasingly trusting of what we are doing because we make every effort to respect what they want. And of course this is what we want so that the quality of our information continually improves and our service gets better.
How the Compariter service is so low in price
There are two main reasons.
First, efficiency. We operate a straightforward simple and very efficient system. We do not tailor the service to any particular client. The service is designed to enable clients to tailor the service for themselves - that is why we call it Compariter because our clients pick and only pay for the information on opportunities they choose.
The second reason is that the costs are in effect shared. Any supplier could do in-house exactly what we do - it would cost exactly the same, thousands of pounds each month that it costs us. Because we will sell the information to as many suppliers as the prospect company specifies, the cost is shared and therefore massively reduced to our clients, the services suppliers.
It must be understood that we will only sell the lead information the number of times which the prospect company specifies. If they only want three approaches we will only sell it three times - to the first three clients that considers themselves matched and so buy. In fact, companies limiting themselves to so few approaches are rare. Most seem to want about a half a dozen initial approaches. Obviously it does vary from company to company. If you ask to buy information which we have already sold to the limit we will decline to sell it. We will not bury the prospect companies in approaches they do not want.
The benefits of using the Compariter service
The Compariter Service provides information which points you in the right direction to win business which you might not know about otherwise. It provides you with the first step in building a relationship that will allow you to turn a prospect into a client. And it provides this information at a cost that is far lower than you could do it in-house.
There is no doubt that our most successful clients apply a long term budget to our service and use us relentlessly long term. We recommend that you keep visiting this site since new leads will appear on a daily basis.