October 25, 2020  
 
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Mailing Lists for Analytical Testing Laboratories

For those of you who sell to analytical testing laboratories, sales prospecting is a vital sales tool. So what can you do if your company is unable to find high-value prospects?

If you're waiting for scores of analytical testing laboratories to line up for your products, you could be in for a rude awakening.
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Nowadays, analytical testing laboratories expect vendors to find them. The good news is that purchasing sales leads can help streamline the process required to identify high value leads throughout the industry.

Lead List ROI

Think lead lists are cost-prohibitive? Think again! Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated analytical testing laboratory contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.

Lead List Metrics

Multiple methods exist for measuring the effectiveness of analytical testing laboratory 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 may indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.

Selecting a Analytical Testing Laboratory Lead List Provider

The key to finding a good analytical testing laboratory lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They go the extra mile to guarantee that their lists are up-to-date and they supply their clients with leads that have been targeted to meet precise sales criteria.

There are several good lead list providers on the market. If you're just getting started, we highly recommend Experian Business Services. Experian has the characteristics we look for in a analytical testing laboratory lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.

Creative Ways to Get Sales Leads

Growing your business by buying low-cost sales leads from mailing list and lead database brokers is a great start to any lead gen initiative. Still, make sure you take a creative approach to finding leads.

For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. The nice thing is that the leads you get in this manner may not be getting many calls from your competitors.

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