Doing business with consultants' referral services businesses is much different than traditional selling.
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Typically, companies that market consultants' referral services businesses have trouble generating enough quality leads to hit consistent growth targets. That's where lead lists can help . . .
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. But what they fail to consider is that lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective consultants' referral services businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new consultants' referral services businesses as they enter the marketplace and regularly update the contacts that are in their database. For most in-house sales units, that kind of accuracy just isn't practical.
Lead List Dynamics
It makes sense to focus lead list generation on consultants' referral services businesses that are likely to convert to satisfied customers. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for consultants' referral services businesses given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a demonstrable history of producing high converting leads for the B2B sector.
Other Options for Getting Business Leads
Seeking out new prospects by buying low-cost sales leads from mailing list and lead database brokers is a great start to any lead gen initiative. But, it's also important to brainstorm on other ways to improve lead generation.
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.
Want to learn more about selling to consultants' referral services businesses? You might find these additional resources to be of interest.
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