Everyone knows that who you know can be more important than what you know when selling to commercial and industrial paint businesses -- and good leads are the seeds for great relationships.
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But by reducing the need for internal lead generation, your business can gain momentum in the area of actual selling. Deployed correctly, lead lists are powerful resources for B2B commercial and industrial paint business selling.
Lead Lists as a Competitive Advantage
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. Lead lists also deliver a competitive benefit for companies that sell to commercial and industrial paint businesses. As your competitors waste time fishing for leads in phone books, a good lead list frees your sales force to progress further into the sales cycle.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to commercial and industrial paint businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of commercial and industrial paint business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Finding the Best Leads Within a Lead List
If you've done your homework, 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), list contacts need to be further qualified by your sales team. Since the commercial and industrial paint business contacts have been distilled from a larger pool of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Non-Industry-Specific Lead Databases
If your marketing efforts go well beyond a single niche industry, most mailing list providers are happy to help you out. You can even target things like Franchised Businesses, Executives Who Work in Marketing, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and they can usually take it from there.
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