You’ve probably heard a horror story similar to this one. Insurance Company A bought a list of leads from Lead Generation Company Z. The leads were several months old, but Lead Generation Company Z promised that all of them had checked out against the “Do Not Call List.” When the insurance agent from Insurance Company A, however, tried cold calling one of the leads, he was told sharply that the family had placed itself on the “Do Not Call List” two weeks before and that the insurance agent was in violation of the law.
Stories like this one make insurance agents reluctant to buy quality leads, as falling afoul of the “Do Not Call List” can earn your company several thousand dollars in fines for each occurrence. The “Do Not Call List” was established through the Do Not Call Implementation Act of 2003. This legislation provided for an opt-in national registry of people who did not want to be bothered by sales calls. Many people signed up for the list immediately, and more sign up on a daily basis.
Keeping up with the “Do Not Call List” can be a nightmare–a number that wasn’t there two weeks ago might be there the day your agent places the call. There are, however, some ways around cold calling and risking getting someone one the list.
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One of the best ways around cold calling is to work with Internet leads. Internet leads are people who have visited a website with information about the goods or the products you are selling. If they are interested, they complete a brief opt-in form providing their names and contact information. Once the lead fills out that form, you can call with impunity for up to three months. Even if that lead’s number is on the “Do Not Call List,” your company gets a carte blanche to contact the lead and provide requested information.
There are several reputable lead generation companies that provide quality leads for a fair price. When selecting a company to work with, examine their website carefully. The site must display a written warning to consumers that, by submitting their names and contact information, they are agreeing to be contacted by you by phone, email, or regular mail for the purpose of learning more about your products or services.
If the company you are considering doing business with does not have such a disclaimer, and is unwilling to ad one, spend your advertising dollars elsewhere.
The “Do Not Call List” has certainly made it more difficult for lead generation companies to find sources for leads. Using Internet leads, if done with proper care, is one way to get around the “Do Not Call List” and to talk to leads who are genuinely interested in what you have to sell.