Selling to custom photofinishing business businesses is much different than what you might expect it to be.
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In the world of custom photofinishing business sales, working through a list of leads can be the first step in the sales cycle -- and that means lead generation is a core business activity for companies that sell in this industry.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact 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 custom photofinishing businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new custom photofinishing 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.
Selecting a Custom Photofinishing Business Lead List Provider
The key to locating a good custom photofinishing business lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers are meticulous about accuracy. They are invested in ensuring that their lists are up-to-date and give their customers leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're just getting started, we highly recommend Experian Business Services. Experian has all of the traits we look for in a custom photofinishing business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of custom photofinishing business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
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