The process of locating high quality business leads isn't for the faint of heart. Identifying legitimate auto information and referral services business leads requires an investment of time and expertise that many businesses simply can't afford.
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In order to successfully sell to auto information and referral services businesses, it's necessary to pursue a segmented marketing strategy -- and lead targeting is one of the areas in which lead lists excel.
Finding the Best Leads Within a Lead List
If you've done your homework, your provider will deliver a fresh 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), list contacts need to be further qualified by your sales team. Since the auto information and referral services business contacts have been culled from a larger group 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.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact that lead list providers are specialists who are highly skilled in identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective auto information and referral services businesses at a cost that is much lower than in-house lead generation. Even more, world-class lead list vendors have developed mechanisms that capture new auto information and referral services businesses as they enter the marketplace and meticulously maintain their contact databases. For many in-house sales units, it's impossible to match the performance of third-party list providers.
Criteria for Lead List Vendor Selection
In our experience, identifying the best possible lead list vendor is critical 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 auto information and referral services businesses 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. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of auto information and referral services business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Want to learn more about selling to auto information and referral services businesses? You may enjoy these resources.
If you have an existing auto information and referral services business, we've got some more appropriate guides for you:
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