Remember: laundry equipment and supplies dealers businesses are diverse operations with unique needs and circumstances.
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There are a limited number of laundry equipment and supplies dealers businesses who will be interested in what your company offers. You can't sell to all of them, but good business mailing lists target high value prospects so you can focus your company's energy on the ones that are likely to become satisfied customers.
Always Start with a Big Lead Database
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of laundry equipment and supplies dealers businesses. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to focus your sales cycle on the most likely buyers.
Lead List Metrics
There are several metrics that can be used to evaluate the effectiveness of laundry equipment and supplies dealers business lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
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: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Creative Ways to Get Sales Leads
Seeking out new prospects by purchasing low-cost sales leads from mailing list and lead database brokers is a good call. But, it's also important to think outside the box a little.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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