The process of locating high quality business leads isn't for the faint of heart. Identifying convertible convention and meeting planning services business leads requires your full focus and attention.
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In this market, new sellers are often disappointed to learn that. More often than not, intelligent work processes outperform effort -- and when it comes to working smart, you need an exceptional convention and meeting planning services business lead list.
Ramping Sales and Profits with B2B Lead Lists
Consumer-based marketing techniques fall flat when selling to convention and meeting planning services businesses. You can spend a ton of cash on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to convention and meeting planning services businesses, the ability to focus sales and marketing efforts on specific types of leads is essential.
Checklist for Choosing Lead List Providers
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 good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to convention and meeting planning services 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. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of convention and meeting planning services business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
What to Do With the Lead Lists You've Purchased
Acquiring lead lists from a reputable provider is only half the battle. Of equal importance is the way your organization uses lead lists in the sales cycle. To maximize ROI, you'll need to expand the use of your convention and meeting planning services business lists across multiple business units including sales, marketing and possibly even IT (online strategies). You'll need to research your vendor's use restrictions before you make any firm plans, but whenever possible, apply the leads you purchase to multiple marketing channels.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, 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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