A go-it-alone mentality is dangerous and foolhardy if you market to architecture firms.
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Experienced sellers it's good to have the help of third-party providers. Towards that end, telemarketing lists are great for expanding your prospect base and improving bottom line sales.
The Role of Mailing Lists
It's a fact: lead lists give your company a competitive advantage. In many companies, lead generation is the fly in the ointment -- the primary barrier to capturing a larger share of the market. When sales units generate lead lists internally, the quality of the leads they gather is marginal, at best.
But quality, third party lead lists offer a steady stream of contacts that have been compiled from multiple sources. It's normal for third-party lead lists to be updated on a regular basis so sales personnel always have the most recent and comprehensive contact information for prospecting and other sales activities.
Characteristics of Good Architecture Firm Lead Lists
Convertible leads are a necessity for companies that sell in a architecture firm-centered universe. The best lead lists are accurate and up-to-date. Since new prospects are constantly entering the market, monthly updating is standard for list vendors that are in the industry's top tier. But for maximum ROI, architecture firm lead list providers should also offer filtering features that tailor leads to your company's unique geographic and demographic sales strategy.
We are very impressed with Experian Business Services when it comes to architecture firm lead lists. Experian has a proven track record in delivering updated leads that can be filtered to meet the specifications that are important to sales operations. They utilize a large and frequently updated architecture firm database so you can be confident that your lead lists are comprehensive and current.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the architecture firm contacts have been distilled from a larger pool of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Types of Data Available from Lead Database Vendors
When buying business leads, 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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