New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a frustrating decline in sales may come sooner rather than later.
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In many cases, businesses that offer products and services environmental products businesses find it hard to meet their lead generation requirements using in-house resources. That's where lead lists can help . . .
Third-Party Lead Lists Versus Do It Yourself
Think lead lists are cost-prohibitive? Think again! Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. Combined with the amount of organizational energy it takes to maintain constantly updated environmental products business contacts, it's not difficult to see why lead lists are a cost-effective alternative.
Finding the Best Leads Within a Lead List
If you've hired a quality lead list vendor, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), your sales force will still need to conduct lead qualification. Since the environmental products business contacts have been culled from a larger group of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Checklist for Choosing Lead List Providers
In our experience, third-party lead list providers are definitely not created equal and Experian Business services stand out from the crowd. What sets them apart is that 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 environmental products 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 fresh injection of environmental products business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers respond to client requests in hours or less.
How Do Lead List Brokers Get Their Data?
You might ask where lead vendors find the leads they sell you. Top lead providers are continually combing a variety of sources to improve their business lead information. Among other things, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that sell old, stale leads.
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