Seasoned small business veterans recognize the importance of buying lead lists to aid sales efforts to records management businesses.
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Good, third-party lead lists can bring stability and consistency to your sales strategy. But that isn't the only advantage they offer. Here are a few other ways lead lists can help companies that routinely sell to records management businesses.
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The Role of Mailing Lists
It's a fact: lead lists give your company an edge on the competition. In many companies, lead generation is a major barrier to greater market share. When sales units have to produce their own leads, lead quality suffers.
But quality, third party lead lists provide consistently reliable leads. It's normal for third-party lead lists to be updated on a regular basis so sales personnel always have the most recent and comprehensive contact information for prospecting and other sales activities.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of records management business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a low figure here could indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
Process for Selecting a Lead List Partner
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. At some point in the process, you'll need to decide whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for records management businesses since business turnover and failures are an everyday, industry occurrence. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a proven track record in producing high converting leads for the B2B sector.
Where Do Lead Vendors Get Their Data?
You might ask where lead vendors find the leads they sell you. The really good lead providers are constantly combing a variety of sources to get fresh, accurate available inventory of business leads. Among other things, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that will try to stick you with old, stale lead lists that are pretty worthless
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