For most B2B companies, sales strategy is a constantly moving target. When sales falter, it's usually because the market shifts, forcing you back to the drawing board.
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There are a limited number of freight trucking businesses who will be interested in what your company offers. Although you won't convert every prospect in the nation, good business mailing lists target high value prospects so you can concentrate on the ones that are likely to become satisfied customers.
When to Change Lead List Providers
Lead list providers are acutely aware of the fact that they are only as good as the most recent list they delivered to the client. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new freight trucking businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. One of the lead list providers we recommend to our partners is Experian Business Services. Experian has proven itself to be a supplier of consistently high quality freight trucking business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Leads vs. Prospects
A first-rate lead list provider, 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 freight trucking 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.
Lead Generation Tactics
Not surprisingly, freight trucking business lead generation strategies are extremely diverse. While some businesses generate leads through industry networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. The majority of companies use a combination of strategies, but struggle to automate the process.
Lead lists eliminate the hassle in generating leads and deliver leads that have been compiled from the best possible sources. More importantly, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
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