Seasoned small business veterans understand the benefit of using lead lists to sell to apartment information and referral services.
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To succeed in selling to apartment information and referral services, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
Checklist for Choosing Lead List Providers
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to apartment information and referral services to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of apartment information and referral service leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
How to Get Quality Leads
Lead generation methods for B2B sales are extremely diverse. Customer referrals, industry contacts and other strategies are commonplace in B2B enterprises.
Although a few high value leads will get the ball rolling, you will ultimately need an ongoing source of leads to satisfy your sales unit's craving for new prospects. Lead lists deliver a constant supply of apartment information and referral service contacts and features that results in higher conversions.
Measuring Lead List ROI
There are several metrics that can be used to evaluate the effectiveness of apartment information and referral service 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.
Typical Lead List Database Fields
In dealing with the biggest lead list companies, you will typically get Company Name, Contact Name, Address and Phone Number. What you actually get depends on which lead vendor you buy from. For some vendors, for example, you can opt to receive fields like Executive Titles, Email Addresses and Number of Employees.
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