No doubt about it, meetings with prospective new customers as often as possible is the key to higher sales volumes. Without the right leads, your sales program is doomed to mediocrity.
(article continues below)
If you're hoping for expansion anchors businesses to magically appear on your doorstep, you'll never gain traction in the market. Instead, you need to be proactive about identifying solid expansion anchors businesses.
Lead Lists as a Competitive Advantage
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. Lead lists also deliver a competitive benefit for companies that sell to expansion anchors businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
Choosing a Lead List Broker
Personal references are an important consideration in selecting a expansion anchors business lead list provider. When businesses look to Gaebler for a referral, we usually direct them toward Experian, a best-of-breed provider that has the expertise and experience to generate targeted lists of expansion anchors business leads.
As a sales professional, you'll want to interview several potential vendors to discuss issues such as the size of their database, filtering capabilities and of course, price. The best provider will be the one that can provide references of satisfied customers that share your priorities and business traits.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of expansion anchors 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 dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
Other Services from Mailing List Providers
Many sales lead brokers do more than just sell leads. For example, your list broker may be able to directly assist you with a direct mail postcard campaign or an email blast campaign. Have a conversation with them and ask about their full capabilities. Finally, if you send the list company a few customers that you like, they can usually run some software to create a new list of similar companies.
Want to learn more about selling to expansion anchors businesses? You may also enjoy these articles.
If you operate an expansion anchors business, we've got some more appropriate guides for you:
If opening an expansion anchors business is on your to-do list, these resources were written to assist you:
If you are looking for mailing list for a different kind of business, please browse our directory of marketing guides below.