Any sales professional can tell you that the quality of your company's lead generation approach needs to be as strong and robust as possible.
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Despite the fact that lead lists can streamline the sales cycle, to achieve maximum ROI high quality lead lists need to be carefully integrated into your sales process.
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Ramping Sales and Profits with B2B Lead Lists
Mass market advertising won't work when selling to jewelry repair shops. You can spend thousands of dollars on a visually appealing ad and go virtually unnoticed in the industry. Unlike mass marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to jewelry repair shops, the ability to focus sales and marketing efforts on specific types of leads is essential.
Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. After you have qualified the jewelry repair shops on the list, each contact is an on-ramp a larger network of jewelry repair shop contacts that can be tapped into through telemarketing, sales calls and online social networking.
By using lead lists as a catalyst for business networking, you extend the list's ROI far beyond the initial campaign. Although you will purchase additional lists later, you'll raise your brand profile when you conduct follow up networking with the leads you acquire right now.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine 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 jewelry repair shops because the industry experiences moderate to high turnover (failure) rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a proven track record in producing high converting leads for the B2B sector.
What Else Can Lead Brokers Do For You?
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. Have a conversation with them and ask about their full capabilities. Finally, if you send the mailing list provider sample prospects that you think are a good fit for your business, they can find similar leads for you.
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