Foundational marketing strategies can have limited impact when selling to caulking materials and equipment businesses because businesses and consumers behave differently when making purchase decisions.
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To begin with, most caulking materials and equipment businesses exercise caution when making purchases. Clear messaging is essential, but even that is a waste of time unless you have a good database of prospects to call on.
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 suffers.
But quality, third party lead lists offer a steady stream of contacts that have been compiled from multiple sources. It's normal for third-party lead lists to be updated on a regular basis so sales personnel always have the most current and complete contact information for prospecting and other sales activities.
Characteristics of High-Converting Lead Lists
High converting lead lists share several characteristics that are essential in selling to caulking materials and equipment businesses. Right out of the gate, you'll want leads that have been created from a nationwide 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 caulking materials and equipment businesses, 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.
Leads vs. Prospects
A first-rate lead list provider, 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 caulking materials and equipment business contacts have been generated from a large database 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.
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