Everyone knows that who you know can be more important than what you know when selling to chemical cleaning equipment and systems businesses -- and good leads are the seeds for great relationships.
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There are a limited number of chemical cleaning equipment and systems businesses you can sell to. Although you won't convert every prospect in the nation, good business mailing lists increase awareness so you can concentrate on prospects that are most likely to convert.
Lead List Dynamics
The most valuable lead lists focus on chemical cleaning equipment and systems businesses that are likely to convert to satisfied customers. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.
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 chemical cleaning equipment and systems 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.
As a revenue-minded seller, 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.
Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a chemical cleaning equipment and systems business decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest heavily in the creation of each direct mail piece. But here's the kicker: All of the time, energy and resources you invest in your direct mail marketing channel will be wasted unless your pieces are seen by the right people. As a result, lead generation isn't just about adding chemical cleaning equipment and systems business names to a list -- it's about creating a list of targeted chemical cleaning equipment and systems business sales prospects.
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