Everyone knows that computer disaster recovery business sales are all about relationships -- and good leads are the seeds for great relationships.
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Despite the fact that lead lists can streamline the sales cycle, to achieve maximum ROI the quality of lead lists is more important that the quantity of leads in your lead lists.
Reasons to Buy Lead Lists
You might be asking why you need to buy lead lists. After all, couldn't you compile your own list of quality leads using in-house sales personnel? Sure -- but in-house lead generation is usually much less efficient than purchasing leads from a third-party specialist.
Your business will experience greater ROI from proven list providers because they utilize large contact databases and are meticulous about updating contact information. The bottom line is that lead lists improve the speed and effectiveness of the selling process.
Characteristics of High-Converting Lead Lists
High converting lead lists share several characteristics that are essential in selling to computer disaster recovery businesses. Right out of the gate, you'll want leads that have been created from a nationwide 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 computer disaster recovery 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. After you have qualified the computer disaster recovery businesses on the list, each contact is an on-ramp a larger network of computer disaster recovery business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By intentionally using lead lists as the basis for 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.
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