If you're just hoping for high volumes of landfill and transfer station to beat a path to your door, you may not be in business much longer.
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For the sake of speed, leading sellers know that it's important to buy sales lead databases provided by top lead vendors.
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Leads vs. Prospects
If you've done your homework, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), list contacts need to be further qualified by your sales team. Since the landfill and transfer station contacts have been culled from a larger group of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a landfill and transfer station decisionmaker reads your piece, he has to be knocked over 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 landfill and transfer station names to a list -- it's about creating a list of targeted landfill and transfer station sales prospects.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new landfill and transfer station in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. At Gaebler, we recommend Experian Business Services. Experian delivers first-rate landfill and transfer station leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
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