A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to light duty trucking businesses.
(article continues below)
Despite the fact that lead lists can streamline the sales cycle, many sales teams forget that it's important to buy quality lists from proven list providers.
How to Maximize Lead List ROI
Outsourced lead generation is only the first step toward higher sales revenues. Of equal importance is the way your organization uses lead lists in the sales cycle. To maximize ROI, you'll need to coordinate the use of your light duty trucking business lists across multiple business units including sales, marketing and possibly even IT (online strategies). You'll need to research your vendor's use restrictions before you make any firm plans, but whenever possible, apply the leads you purchase to multiple marketing channels.
Lead Lists: Build or Buy?
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 highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective light duty trucking businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new light duty trucking businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, it's just not possible to keep pace with the professionals.
Always Start with a Big Lead Database
In the world of B2B lead lists, database size definitely matters.
Ideally, you should narrow your search to providers that can offer a large database of light duty trucking 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 filter it down to a list of high value sales targets.
Other Services from Mailing List Providers
Many sales lead brokers do more than just sell leads. In fact, your list broker may be able to directly assist you with a direct mail postcard campaign or an email blast campaign. Have a conversation with them and ask about their full capabilities. Finally, if you send the list company sample customers that you like, they can usually run some software to create a new list of similar companies.
Want to learn more about selling to light duty trucking businesses? You might find these additional resources to be of interest.
If you operate a light duty trucking business, we've got some more appropriate guides for you:
If opening a light duty trucking business is on your to-do list, these resources were written to assist you:
If you are eager to get marketing tips for a different industry, please browse our list of marketing guides below.