Run-of-the-mill sales tactics can be worthless in B2B sales primarily because businesses convert differently than consumers, which is why lead generation is job one when selling in this market.
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To dominate in sales to helicopter charter, rental, and leasing businesses, it's necessary to pursue a segmented marketing strategy -- and lead targeting is one of the areas in which lead lists excel.
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Selecting a Helicopter Charter, Rental, & Leasing Business Lead List Provider
The key to locating a good helicopter charter, rental, and leasing business lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They are invested in ensuring that their lists are up-to-date and they supply their clients with leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're looking for a new provider, we highly recommend Experian Business Services. Experian has the characteristics we look for in a helicopter charter, rental, and leasing business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
The Value of Good Sales Leads
It has always puzzled us why business owners will drop hundreds of dollars on the latest electronic gadgets yet resist investing in high quality lead lists.
The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.
Still not convinced? Then consider this: time dedicated to lead generation detracts from the amount of time your business can dedicate to converting prospects. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Multichannel Marketing Tips
Successful B2B sellers to helicopter charter, rental, and leasing businesses typically leverage a multichannel sales and marketing strategy. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is standard across the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
Other Services from Mailing List Providers
You can tap your lead brokers for other things, assuming they are good firms with deep resources. For example, your list broker may have a range of consulting services. They also can clean your existing lists of prospects for you. Finally, if you send the list broker a few customers that you think are a good fit for your business, they can usually run some software to create a new list of similar companies.
Want to learn more about selling to helicopter charter, rental, and leasing businesses? You might find these additional resources to be of interest.
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