Proven marketing strategies can produce meager outcomes in B2B sales if lead gen isn't the top priority.
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Lead lists obtained through a qualified third-party provider have the potential to bring stability and consistency to your sales strategy. Moreover, there are some other benefits lead lists offer companies that routinely sell to cleaning services businesses.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver an updated 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 cleaning 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.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new cleaning services businesses in their database.
If your current provider isn't meeting your expectations, it's time to go shopping. At Gaebler, we recommend Experian Business Services. Experian has proven itself to be a supplier of consistently high quality cleaning services business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Investment or Expense?
Many business leaders erroneously classify lead lists as an optional, short-term expense. In reality, a good lead list is an investment in your company's future. The cleaning services business contacts you acquire through a reputable lead list provider can become long-term customers. More importantly, they can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
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