No doubt about it, meetings with prospective new customers as often as possible is the main enabler of higher sales volumes. In fact, if you don't have enough good leads, your sales program is doomed to mediocrity.
(article continues below)
But when you eliminate the requirement for internal lead generation, focus and resources can be shifted to other aspects of the selling process. Deployed correctly, lead lists are powerful resources for B2B gas station equipment and supplies business selling.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of gas station equipment and supplies business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement can tell you a lot about the quality of the leads you're receiving from your vendor. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a gas station equipment and supplies business decisionmaker reads your piece, he needs to blown away by what he sees.
Most businesses invest large sums of money in the creation of each direct mail piece. But the effort and resources you put into 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 station equipment and supplies business names to a list -- it's about creating a list of targeted gas station equipment and supplies business sales prospects.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. At some point in the process, you'll need to decide whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for gas station equipment and supplies businesses given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a documented background in producing high converting leads for the B2B sector.
Based on your interest in gas station equipment and supplies business lead databases, you may also enjoy these articles.
If you have an existing gas station equipment and supplies business, we've got some more appropriate guides for you:
If opening a gas station equipment and supplies business is on your to-do list, these guides will help you get started:
If you are looking for mailing list for a different kind of business, try our directory of marketing guides below.