New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a drop in lead volume may come sooner rather than later.
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In today's marketplace, certified general accountants businesses expect vendors to locate them. On the upside, a modest investment in lead databases can enable access to the industry's most attractive sales prospects.
Where to Find Lead Lists
Google is often business owners' first stop when they're looking for a lead list provider. There's nothing wrong with an Internet search, but Google doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of Experian's many high points is a database of more than 14 million U.S. businesses. Companies that sell to certified general accountants businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Advantages of Lead 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 Integration
Many B2B companies limit the use of lead lists to direct marketing. 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 business model, it might be possible to use the certified general accountants business contacts you acquire to launch prospecting, telemarketing or online sales and marketing initiatives. For example, by integrating lead lists into a coordinated prospecting and lead qualification campaign, you can quickly convert contacts into satisfied customers.
Other Services from Mailing List Providers
Many sales lead brokers do more than just sell leads. In some cases, your list broker may have a range of consulting services. They also can clean your existing lists of prospects for you. Finally, if you send the list broker a few customers that you think are a good fit for your business, they can find similar leads for you.
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