It's not unusual for B2B sellers to eventually hit a wall in lead generation. But for companies that sell to convention exhibit and display rental businesses, a frustrating decline in sales should be avoided at all costs.
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To dominate in sales to convention exhibit and display rental businesses, it's necessary to pursue a segmented marketing strategy -- and lead targeting is one of the areas in which lead lists excel.
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 convention exhibit and display rental businesses on the list, each contact is an on-ramp a larger network of convention exhibit and display rental 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 in the future, you'll gain industry influence when you conduct follow up networking with the leads you acquire right now.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to convention exhibit and display rental businesses. Right out of the gate, you'll want leads that have been created from a nationwide database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to convention exhibit and display rental businesses, a large database increases the pool of prospects that can then be sorted and filtered for specific criteria including location, business size, years in business, etc. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Why Use Third-Party Lead Databases?
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 company will receive better returns from proven list providers because they have massive industry databases that are updated regularly for accuracy. Time after time, lead lists result in more efficient - and more productive - sales cycles.
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