It's not unusual for B2B sellers to eventually hit a wall in lead generation. If you leave lead generation to chance, scarcity of leads may come sooner rather than later.
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If you're hoping for coffee service businesses to initiate contact with your company, you could be in for a long wait. Instead, you need to be proactive about sales and that starts by acquiring lists of convertible coffee service businesses.
How to Tell If You Have a Good Lead List
Quality lead lists share several characteristics that are essential in selling to coffee service businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to coffee service businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality plays a primarily role in conversion percentages, you'll also want to focus your efforts on providers that are well established and reputable.
Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. Assuming that you have adequately sorted and qualified the coffee service businesses on the list, each contact is an on-ramp a larger network of coffee service business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By using lead lists as a catalyst for business networking, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists later, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact that lead list providers are specialists who are highly skilled in identifying targeted leads. The top lead list companies can produce a list of prospective coffee service businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new coffee service businesses as they enter the marketplace and are religious about updating contact information. For many in-house sales units, it's impossible to match the performance of third-party list providers.
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