Who are your best prospects? How do you know?
Developing an ideal contractor profile can help focus limited sales and marketing resources on the right targets. The best place to start is analyzing where you’ve had success in the past. ToolBelt Data can help by providing a rich profile of existing customers so you can identify and prioritize existing customer and prospect opportunities.
The starting point is analyzing the existing customer database. Often, these databases need cleansing and hygiene to extract the maximum value and insights. See our blog post for details on database hygiene best practices.
After the database is cleansed, what then? Customer databases often contain significant numbers of non-contractor records. These records are MRO and consumer records which should be excluded from contractor engagement programs.
The Toolbelt Contractor Universe (along with third party business and consumer databases in-house) can help separate the wheat from the chaff. The TCU draws heavily on novel sources never before integrated, including license, permit, trade association membership, professional certifications, online marketplace profiles, secretary of state filings, ratings and review, traditional compiled business files, and the contractor’s own website.
Contractor records may also belong to companies that have gone out of business, moved, or significantly changed. Toolbelt Contractor Universe leverages our up-to-date informational database to verify and update a contractor’s current condition and status. Any leads that are a dead end are removed.
This information is pooled from various sources through licensing, certification, and permit data at both the local and state level. Since some states do not require licensing, certification, or permits, ToolBelt also utilizes websites, social media, reviews, responses, and ratings to verify the legitimacy and trustworthiness of contractors from various industries. ToolBelt will use this data to flag unqualified leads and remove them as a potential prospect.
For quality assurance, the match report also delivers an attribute validity match for company name, URL, address, phone number, email, as well as contact name, title, phone number, and email. The report also runs a hygiene check for all of the records. As per the example, it is also able to determine validity.
Once a quality check is complete, the match report will provide unique insights such as geography, revenue, number of employees, top trades, top licenses, services, ratings, reviews, market penetration (by city and state), and prospect opportunities.
Toolbelt will also cover the importance of Database hygiene in relation to successful Customer Relationship Management here: