It's widely accepted that who you know can be more important than what you know when selling to check verification services businesses -- and the process of developing great relationships starts with solid sales leads.
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To maximize speed and efficiency, the industry's top sellers rely on sales lead databases provided by reputable third-party lead vendors.
Using Lead Lists to Sell to Check Verification Services Businesses
Compared to businesses in other industries, check verification services businesses expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to engage them in a typical sales cycle.
Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
Always Start with a Big Lead Database
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of check verification services businesses. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to to create a highly targeted pool of prospects.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a current 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 check verification services business contacts have been culled from a larger group 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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