The longer your company sells in a specific market, the more difficult it will become to locate new leads. If you leave lead generation to chance, the lead generation wall may come sooner rather than later.
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When it comes to common and face brick commercial and industrial business sales, direct marketing can be the first step in the sales cycle -- and that means lead generation is a core business activity for firms like yours.
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. That's because Experian has all of the qualities we look for in a great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to common and face brick commercial and industrial businesses to use a provider with an exceptionally large business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of common and face brick commercial and industrial business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
Why Lead Lists Are Essential for Selling to Common & Face Brick Commercial & Industrial Businesses
Compared to businesses in other industries, common and face brick commercial and industrial businesses expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to engage them in a typical sales cycle.
Lead lists enable selling success because they are current and sortable contact lists that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
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), list contacts need to be further qualified by your sales team. Since the common and face brick commercial and industrial 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.
Creative Ways to Get Sales Leads
Finding new customers by purchasing business lead lists from mailing list and lead database brokers is a great start to any lead gen initiative. But, it's also important to think about creative ways to find sales leads.
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. The nice thing is that the leads you get in this manner may not be getting many calls from your competitors.
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