You’ve probably heard people talking about construction market intelligence like Barbour ABI or Glenigan. They’re a staple in the building products business. And they offer great value to sales and marketing departments.
But it’s good to ask a few questions about these services before pursuing them.
Here are a few to help you get started.
1. What’s the cost?
This is the obvious question. But let’s break it down a bit.
There are two costs here. The cost of getting Barbour ABI or Glenigan, and the cost of not getting it.
What I mean is, finding new leads costs money. Employing salespeople. Hiring marketers to improve your website. Oftentimes, Barbour ABI or Glenigan is significantly cheaper than these options.
If you have the resource to make the most of the subscription, you’ll likely make back your investment.
Especially if you have a great strategy for implementation.
2. What will your searches be?
You want to make sure your search terms will turn up a good amount of contacts. It probably will, but talk to a representative just to make sure. Have them run a search with your criteria. You wouldn’t want to spend money on something that doesn’t turn up a good amount of results.
There’s an easy way to make sure you’ll get good quality leads. Barbour ABI offers “10 Free Leads” so you can test the quality of the results. That would be a good place to start.
3. What does follow-up look like?
There are a few different ways to do this. Some of them are more complicated or expensive than others.
Sales capacity – does your current team have the time to follow up more leads? Are they sitting around with nothing to do? This may be just the thing. But, if they’re run off their feet you may have to hire someone else.
Call Centres – cold calling isn’t dead. And some of our clients get great results with it. Some of call centres specialise in using Barbour ABI like Build Momentum.
Project Prospecta – sure, we’ll throw our hat in the ring. Project Prospecta is a lead nurturing email automation tool for Barbour ABI subscribers. It handles all the initiation and outreach for you, and only alerts you about highly qualified leads.
4. Will your CRM do the job?
You can get lots of great contacts from the Barbour ABI or Glenigan databases. But do you have a good CRM to store them in?
If you do, you can add all these fresh contacts to your email database, track conversations, and even website activity.
This is one way to make sure the value of this construction market intelligence doesn’t slip through your fingers. These leads can continue to be nurtured and may develop into profitable relationships in the future.
With a subscription to Barbour ABI or Glenigan, you can fill your contact database with great contacts. This is worth the subscription price by itself.
5. It takes a team to make a play
If Barbour ABI or Glenigan is going to be your next play for business growth, you have to have the team behind you.
Who is going to be the Barbour ABI or Glenigan champion? Pick someone you know will use it often. Learn the out’s and in’s. And be able to teach the rest of the team.
The worst thing to do is to spend a bunch of money on an expensive platform and thendrop it on the sales team and expect them to know what to do with it.
If you ask yourself these 5 questions, you’ll be further along in developing a good use-plan, and getting the most out of Barbour ABI.
Is Barbour ABI or Glenigan “worth it”? It depends on the plan you have in place to use it. It very well could be your best investment all year.
If you’d like to schedule a demo of Project Prospecta, click the link below. It fills the gap between subscription and qualified leads, by doing all the prospecting work for you. It’s the new way to get more leads from Barbour ABI. Book a demo below.