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In order to successfully sell to event coordinators businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
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How Much To Pay For Lead Lists
Why do some business leaders spend small fortunes on office furniture and then refuse to buy 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 substantially boost 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.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. Interviews should focus on whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for event coordinators businesses given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a top-tier provider with a proven track record in producing high converting leads for the B2B sector.
What to Do With the Lead Lists You've Purchased
Outsourced lead generation is only the first step toward higher sales revenues. Of equal importance is how your sales force uses lead lists to increase conversions. To maximize ROI, you'll need to integrate the use of your event coordinators business lists across multiple business units including sales, marketing and possibly even IT (online strategies). You'll need to research your vendor's use restrictions before you make any firm plans, but whenever possible, apply the leads you purchase to multiple marketing channels.
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