It's widely accepted that who you know can be more important than what you know when selling to economic development agencies -- and the process of developing great relationships starts with solid sales leads.
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Typically, companies that offer products and services economic development agencies struggle to meet their self-imposed lead quotas. That's where lead lists can help . . .
How Much To Pay For Lead Lists
It has always puzzled us why business owners will drop hundreds of dollars on the latest electronic gadgets yet resist investing in high quality lead lists.
The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.
Still not convinced? Then consider this: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Who Should I Buy Economic Development Agency Leads From?
The key to finding a good economic development agencies business lead list is to focus your search on dependable providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They go the extra mile to guarantee that their lists are up-to-date and deliver leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're not sure where to begin your search, we highly recommend Experian Business Services. Experian has the characteristics we look for in a economic development agencies 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 tailored to your needs and specifications.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of economic development agencies business lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive through a third-party supplier.
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