If you're just hoping for high volumes of cars service and repair businesses to line up for your products, you may not be in business much longer.
(article continues below)
Sales reps sometimes overlook the fact that third-party lead lists frequently outperform lists that are generated by internal staff. Here's what you need to know about third-party cars service and repair business prospect databases.
The Role of Mailing Lists
It's a fact: lead lists give your company a competitive advantage. In many companies, lead generation is a major barrier to greater market share. When sales units generate lead lists internally, lead quality takes a back seat to speed and efficiency.
Quality lead lists, on the other hand, are current, accurate, and reliable. 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.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of cars service and repair business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive through a third-party supplier.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can bog down the sales process, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new cars service and repair businesses in their database.
If your current provider isn't meeting your expectations, it's time to go shopping. At Gaebler, we recommend Experian Business Services. Experian delivers first-rate cars service and repair business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Want to learn more about selling to cars service and repair businesses? You may also enjoy these articles.
If you operate a cars service and repair business, these additional resources will be of interest:
If you plan on starting a cars service and repair business, these resources were written to assist you:
If you are looking for mailing list for a different kind of business, please browse our directory of marketing guides below.