Selling to bead shop businesses is much different than your typical B2B sales process.
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To begin with, most bead shops practice careful purchasing routines. Clear messaging is essential, but even that may not be enough unless you have a good database of prospects to call on.
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Lead List Advice
In bead shop sales, lead quality is just as important as lead volumes. Although the bead shop lists you provide your sales team need to contain convertible contacts, your team may require a large volume of leads to hit sales targets. If possible, verify each lead's contact information and move quickly to identify decision makers before investing time in bead shop contacts who have little influence over their employer's purchasing decisions.
Lead Lists: Build or Buy?
Sales managers often question the value of lead lists based on the belief that their sales teams can generate the same leads in-house. However, they often overlook the fact that lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective bead shops 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 bead shops as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, it's impossible to match the performance of third-party list providers.
How to Tell If You Have a Good Lead List
High converting lead lists share several characteristics that are essential in selling to bead shops. From the outset, you'll want a list that has been generated from a large contact database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to bead shops, a large database equates to a larger pool of targeted sales prospects. Since lead quality has a significant influence on conversion, you'll also want to focus your efforts on providers that are well established and reputable.
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