New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a frustrating decline in sales may loom on the horizon.
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These days, lubricants wholesale and manufacturers businesses count on you to locate them. On the upside, buying leads can help streamline the process required to identify high value leads throughout the industry.
How to Tell If You Have a Good Lead List
High converting lead lists share several characteristics that are essential in selling to lubricants wholesale and manufacturers businesses. Right out of the gate, you'll want leads that have been created from a nationwide database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to lubricants wholesale and manufacturers businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a lubricants wholesale and manufacturers business 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 lubricants wholesale and manufacturers business names to a list -- it's about creating a list of targeted lubricants wholesale and manufacturers business sales prospects.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of lubricants wholesale and manufacturers business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement reveals the quality of your vendor's leads and database contents. When compared to your internal lead generation metrics, a low figure here could indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff demonstrate how well each of your team members is using the leads they receive from your vendor.
Where Do Lead Vendors Get Their Data?
Wondering where lead vendors get their lists? Top list brokers are constantly conducting extensive research to improve their business lead information. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. On the other hand, be aware that some firms sell old, stale lists.
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