Frustrated by how much competition there is in selling to fiber optic communications businesses recently?
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Sellers often fail to recognize that third-party lead lists frequently outperform lists that are generated by internal staff. Here's what you need to know about third-party fiber optic communications business prospect databasesto drive sales growth.
Characteristics of High-Converting Lead Lists
Quality lead lists share several characteristics that are essential in selling to fiber optic communications businesses. Right out of the gate, you'll want leads that have been created from a nationwide database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to fiber optic communications businesses, a large database makes it easy to narrow the list of prospects to companies that meet precise sales criteria. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Leads vs. Prospects
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), list contacts need to be further qualified by your sales team. Since the fiber optic communications business contacts have been generated from a large database 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.
Are Lead Lists Worth the Investment?
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 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.
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