In order to successfully sell to floor installation, refinishing, and resurfacing commercial and industrial businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.

How to Tell If You Have a Good Lead List

The best lead lists share several characteristics that are essential in selling to floor installation, refinishing, and resurfacing commercial and industrial businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services maintains an updated list of more than 14 million active U.S. businesses. For sellers to floor installation, refinishing, and resurfacing commercial and industrial businesses, a large database increases the pool of prospects that can then be sorted and filtered for specific criteria including location, business size, years in business, etc. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.

Use Lead Lists to Get a Competitive Edge

Too many companies restrict their view of lead lists to convenience. While lead lists undoubtedly make it easier to identify sales leads, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to floor installation, refinishing, and resurfacing commercial and industrial businesses. As your competitors struggle to compile and maintain their contact databases, a good lead list lets your team turn its attention to actual prospects and sales activities.

Pre-Qualifying Sales Leads from Purchased Lead Lists

Managers who integrate floor installation, refinishing, and resurfacing commercial and industrial business lead lists into their sales strategy need to exercise diligence in making sure their lists are used to their full potential. The acquisition of an accurate lead list isn't necessarily a green light for a full-blown sales push. It may be necessary for sales personnel to further qualify leads and focus sales messaging on a prospect-by-prospect basis.