If you're waiting for scores of camps to line up for your products, you may not be in business much longer.
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When it comes to camp sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for companies that sell in this industry.
Lead List Integration
A lot of businesses funnel lead lists into direct marketing campaigns. That's fine -- lead lists are fantastic resources for targeted, direct mail marketing. However, there are many other ways you can use lead lists in your organization. Depending on your strategy, it might be possible to use the camp contacts you acquire to launch prospecting, telemarketing or online sales and marketing initiatives. For example, by integrating lead lists into a telemarketing campaign, you can dramatically improve the ROI of your call center.
Lead Selection: Which Leads to Buy
Don't settle for a lead list provider that doesn't offer the option of sorting and filtering leads. Remember: Your goal isn't just to acquire as many camp leads as possible. Instead, direct your focus toward provider lists that deliver pre-qualified leads. For example, Experian, the forerunner in B2B lead lists, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
How to Develop Camp Leads
Camp leads can come from a variety of sources. Local business directories, online searches and trade associations are good starting points. More recently, many businesses have also used social media sites like Facebook to generate leads for their products. But regardless of the delivery platform, the key to lead development is networking. As your list of camp contacts grows, so does your list of likely customers.
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