Selling to accounting business businesses is much different than traditional selling.
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Despite the fact that lead lists can streamline the sales cycle, many sales teams forget that the quality of lead lists is more important that the quantity of leads in your lead lists.
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Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. After you have qualified the accounting businesses on the list, each contact represents a doorway to a larger network of accounting business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By intentionally using lead lists as the basis for networking, you extend the list's ROI far beyond the initial campaign. Although you will purchase additional lists later, you'll gain industry influence when you conduct follow up networking with the leads you acquire right now.
What Companies Sell Leads?
Online searches are usually the first place sales managers go when they're looking for a lead list provider. There's nothing wrong with an Internet search, but Google doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of the things Experian has working for it is a database of more than 14 million U.S. businesses. Companies that sell to accounting businesses appreciate Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
The Value of Good Sales Leads
It doesn't make sense to invest in electronics and other peripherals, but then refuse to invest in good lead lists.
The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.
Still not convinced? Then consider this: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Want to learn more about selling to accounting businesses? You might find these additional resources to be of interest.
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