No doubt about it, meetings with prospective new customers as often as possible is the main enabler of sales success. Without the right leads, your sales program is doomed to mediocrity.
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For starters, most cooking services businesses exercise caution when making purchases. A focused value proposition is essential, but that alone may not be enough unless you have a good database of prospects to call on.
Characteristics of High-Converting Lead Lists
The best lead lists share several characteristics that are essential in selling to cooking services businesses. From the outset, you'll want leads that have been created from a nationwide database. For example, Experian Business Services maintains an updated list of more than 14 million active U.S. businesses. For sellers to cooking services 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 cooking services businesses on the list, each contact is an on-ramp a larger network of cooking services business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By working its network of contact, 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.
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. The top lead list companies can produce a list of prospective cooking 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 cooking services businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, that kind of accuracy just isn't practical.
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