New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, the lead generation wall may come sooner rather than later.
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If you're hoping for auto parts businesses to magically appear on your doorstep, you're out of luck. It's time to get aggressive about identifying solid auto parts businesses.
Leads vs. Prospects
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), your sales force will still need to conduct lead qualification. Since the auto parts business contacts have been culled from a larger group of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for auto parts businesses because the industry experiences moderate to high turnover (failure) rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a top-tier provider with a demonstrable history of producing high converting leads for the B2B sector.
Beat the Competition with Better Lead Lists
Too many companies restrict their view of lead lists to convenience. While lead lists undoubtedly make it easier to identify sales leads, that isn't the only advantage they offer. Lead lists also deliver a competitive benefit for companies that sell to auto parts businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
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