No doubt about it, access to prospects is the key to sales success. Without the right leads, your sales program is doomed to mediocrity.
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To begin with, businesses (and particularly water meter inspection and reading businesses) practice careful purchasing routines. Flawless sales cycle execution is essential, but that alone is a waste of time unless you have invested in a high quality lead list.
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Measuring Lead List ROI
There are a lot of way to measure the impact of water meter inspection and reading business lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. 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. Along the same lines, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive through a third-party supplier.
Interviewing Lead List Providers
Sales units that depend on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine 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 water meter inspection and reading businesses given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a documented background in producing high converting leads for the B2B sector.
Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a water meter inspection and reading business decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest large sums of money in the creation of each direct mail piece. But the effort and resources you put into your direct mail marketing channel will be wasted unless your pieces are seen by the right people. Consequently, lead generation isn't just about adding water meter inspection and reading business names to a list -- it's about producing a high quality list of water meter inspection and reading business sales prospects.
Typical Lead List Database Fields
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead database provider you buy from. For some vendors, for example, you can opt to receive fields like Subsidiary Status, Credit Rating Scores and Type of Business (SIC/NAICS).
Based on your interest in water meter inspection and reading business lead databases, you might find these additional resources to be of interest.
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