Proven marketing strategies can have limited impact in B2B sales primarily because businesses convert differently than consumers, which is why lead generation is job one when selling in this market.
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In order to successfully sell to fireplace and chimney building and repair businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
Invest in Lead Lists and Watch Your Business Grow
There's a misperception that lead lists are an optional expense for B2B sales divisions. In fact, a good lead list is an investment in your company's future. The fireplace and chimney building and repair business contacts you acquire through a reputable lead list provider are potential long-term clients. Even more, lead lists can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
Getting More Out of Your Lead Database
Lead lists can be valuable resources for increasing conversion rates. If your fireplace and chimney building and repair business lead lists are up-to-date, they can enable the creation of customized marketing pieces. Promotional material that has been customized with the name of the fireplace and chimney building and repair business has a higher conversion rate than generic marketing content.
After the initial mailing, fireplace and chimney building and repair business lists can be further utilized in follow-up calls, e-mails and sales calls. The key is to use the accuracy of the lead list to your advantage and to maximize its potential throughout the sales cycle.
What Companies Sell Leads?
An Internet search is typically the first step businesses take 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.
Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of the things Experian has working for it is a database of more than 14 million U.S. businesses. Companies that sell to fireplace and chimney building and repair businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
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