To begin with, your sales targets in this market practice careful purchasing routines. Clear messaging is essential, but even that may not be enough unless you have a good database of prospects to call on.

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 lighting maintenance 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 to create a highly targeted pool of prospects.

Are Lead Lists Worth the Investment?

It doesn't make sense to invest in electronics and other peripherals, but then refuse to invest in good 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.

Managing the Sales Leads You've Bought

Managers who incorporate lighting maintenance business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of an accurate lead list isn't necessarily a green light for a full-blown sales push. It may be necessary for sales personnel to further qualify leads and focus sales messaging on a prospect-by-prospect basis.