Tried and true sales tactics can have limited impact in B2B sales if lead gen isn't the top priority.
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There are limits on the size of the market for gas appliance repair services you can sell to. You can't sell to all of them, but good business mailing lists target high value prospects so you can focus your company's energy on the ones that are likely to become satisfied customers.
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Using Lead Lists for Direct Marketing
With direct mail, you have one shot to impress prospective customers. When a gas appliance repair service decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest heavily in the creation of each direct mail piece. But your investment in your direct mail marketing channel will be wasted unless your pieces are seen by the right people. As a result, lead generation isn't just about adding gas appliance repair service names to a list -- it's about producing a high quality list of gas appliance repair service sales prospects.
Using Lead Lists to Convert Sales
Lead lists can be valuable resources for increasing conversion rates. If your gas appliance repair service lead lists are up-to-date, they can be leveraged for customized marketing pieces. Promotional material that has been customized with the name of the gas appliance repair service has a higher conversion rate than generic marketing content.
After the initial mailing, gas appliance repair service 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.
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 great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to gas appliance repair services to use a provider with an exceptionally large business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is a fundamental part of sound sales strategy. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of gas appliance repair service leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. What you actually get depends on which lead vendor you buy from. For some vendors, for example, you can get fields like Executive Titles, Email Addresses and Number of Employees.
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