Run-of-the-mill sales tactics can have limited impact when selling to kerosene businesses because businesses and consumers are different types of sales targets.
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To begin with, most kerosene businesses practice careful purchasing routines. Clear messaging is a necessity in this industry, but that alone may not be enough unless you have invested in a high quality lead list.
Use Lead Lists to Get a Competitive Edge
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. It may be even more important to consider how lead lists can give your business a competitive edge over other companies that sell to kerosene businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
What Companies Sell Leads?
Google is often business owners' first stop when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. You'll find no shortage of vendors that are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of the reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to kerosene businesses routinely depend on Experian to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Use Lead Lists to Reach Off-List Leads
Many business owners underestimate the ability of a lead list to increase their sales prospect base, sometimes even beyond the names contained in the list itself. Assuming that you have adequately sorted and qualified the kerosene businesses on the list, each contact represents a doorway to a larger network of kerosene business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By intentionally using lead lists as the basis for networking, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists going forward, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
Other Types of Lead Lists
If you sell to a broader market than this one, most mailing list vendors are happy to help you out. You can even target things like Businesses That Own a Building, Businesses Owned by Hispanic Executives, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and the good ones will figure out a solution that meets your needs.
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