The process of locating high quality business leads isn't for the faint of heart. Finding legitimate air cargo and package express services leads requires an investment of time and expertise that many businesses simply can't afford.
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In the world of air cargo and package express services sales, direct marketing can be the first step in the sales cycle -- and that translates into the prioritization of reliable lead generation for firms like yours.
Lead Lists as a Competitive Advantage
Many businesses primarily view lead lists as a convenient resource. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to air cargo and package express services. As your competitors waste time fishing for leads in phone books, a good lead list frees your sales force to progress further into the sales cycle.
Collaborative Uses for Mailing Lists
If you limit the use of air cargo and package express services lead lists to direct mail and cold calling, you're not getting the best possible return for your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
Where to Find Lead Lists
Google is often business owners' first stop when they're looking for a lead list provider. The Internet has obvious value, but it 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 reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to air cargo and package express services rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
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