Everyone knows that industry relationships are key to successful church selling -- and good leads are the seeds for great relationships.
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In order to successfully sell to churches, you have to target your sales and marketing energies toward specific segments of the marketplace -- and lead targeting is one of the areas in which lead lists excel.
Leads vs. Prospects
If you've hired a quality lead list vendor, 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), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the church 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.
Advantages of Lead Lists
Without a doubt, lead lists give your company a competitive advantage. In many companies, lead generation is the fly in the ointment -- the primary barrier to capturing a larger share of the market. When sales units have to produce their own leads, the quality of the leads they gather is marginal, at best.
But quality, third party lead lists provide consistently reliable leads. 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.
Pay More for Better Church Mailing Lists
Convertible leads are a necessity for companies that sell in a church-centered universe. The best lead lists are accurate and up-to-date. Since new prospects are constantly entering the market, monthly updating is standard for list vendors that are in the industry's top tier. But for maximum ROI, church lead list providers also have to be capable of generating targeted lists that can be sorted according to geography, customer size, years in business and other criteria.
We are very impressed with Experian Business Services when it comes to church lead lists. Experian has a proven track record in delivering updated leads that can be filtered to meet the specifications that are important to sales operations. They utilize a large and frequently updated church database so you can be confident that your lead lists are comprehensive and current.
Creative Ways to Get Sales Leads
Finding new customers by buying targeted campaign lists from companies like Experian, Hoovers, Sales Genie and the like is a smart move. But, it's also important to brainstorm on other ways to improve lead generation.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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