Doing business with independent churches is much different than selling to other B2B sales prospects.
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But by reducing the need for internal lead generation, your business can gain momentum in the area of actual selling. Used properly, lead lists are powerful resources for B2B independent church selling.
Finding Sales Prospects
First-rate lead lists increase the odds of positive independent church responses. But before you can close deals, your sales team needs to activate the power of your list through prospecting.
Like it or not, there is no way to avoid the hard work of picking up the phone and using the lead list to qualify prospects. Although not every independent church on the list will greet your efforts with enthusiasm, the payoff for an investment in a targeted lead list will be noticeably higher sales volumes.
In-House Leads vs. Purchased Lead Lists
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective independent churches at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new independent churches as they enter the marketplace and are religious about updating contact information. For the majority of in-house sales units, it's impossible to match the performance of third-party list providers.
Characteristics of High-Converting Lead Lists
High converting lead lists share several characteristics that are essential in selling to independent churches. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to independent churches, a large database makes it easy to narrow the list of prospects to companies that meet precise sales criteria. Since lead quality has a significant influence on conversion, you'll also want to focus your efforts on providers that are well established and reputable.
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