A sales plan that doesn't involve purchasing sales leads is counterproductive if you market to freight express and transfer services businesses.
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For the sake of speed, the industry's top sellers rely on lead lists provided by top lead vendors.
Using Lead Lists to Sell to Freight Express & Transfer Services Businesses
Compared to businesses in other industries, freight express and transfer services businesses expect place a high priority on multiple product messaging options. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to proactively educate them about product offerings.
Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to freight express and transfer services businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of freight express and transfer services business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a fresh 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 freight express and transfer services business contacts have been culled from a larger group 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.
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