New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, scarcity of leads may loom on the horizon.
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Companies that lack reliable lead generation tools lag behind the competition and struggle to gain traction in the marketplace. To remain competitive, you need a mechanism that drives high-opportunity lighterage business prospects to your sales team.
Why Lead Lists Drive B2B Sales
Consumer-based marketing techniques fall flat when selling to lighterage businesses. You can spend thousands of dollars on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to lighterage businesses, the ability to focus sales and marketing efforts on specific categories of prospects can be mission critical.
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. Assuming that you have adequately sorted and qualified the lighterage businesses on the list, each contact becomes a portal a larger network of lighterage business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By working its network of contact, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists later, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
Lead Selection: Which Leads to Buy
Don't settle for a lead list provider that doesn't offer the option of sorting and filtering leads. Remember: Your goal isn't just to acquire as many lighterage business leads as possible. Instead, you'll want to focus your energy on lead lists containing the names and contact information of likely buyers. For example, Experian, the forerunner in B2B lead lists, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
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