Experienced B2B business owners recognize the importance of using lead lists to sell to energy conservation products and services businesses.
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But by reducing the need for internal lead generation, your business can gain momentum in the area of actual selling. Deployed correctly, lead lists are powerful resources for B2B energy conservation products and services business selling.
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 energy conservation products and services businesses on the list, each contact represents a doorway to a larger network of energy conservation products and 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 may choose to purchase additional lists later, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
What Companies Sell Leads?
Online searches are usually the first place sales managers go when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of the reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to energy conservation products and services businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Lead Generation Tactics
It only takes a quick glance at the marketplace to know that energy conservation products and services business lead generation strategies are extremely diverse. While some businesses rely on informal networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. Many businesses mix and match lead generation techniques, but struggle to automate the process.
Lead lists eliminate the hassle in generating leads and deliver leads that have been compiled from the best possible sources. Beyond that, the leads obtained from a dependable third-party vendor generally have a higher conversion rate than the ones that are acquired through in-house processes.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. What you actually get depends on which lead database provider you buy from. For some vendors, for example, you can opt to receive fields like Executive Titles, Email Addresses and Number of Employees.
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