A sales plan that doesn't involve purchasing sales leads is risky if you market to milk and milk products wholesale businesses.
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In the world of milk and milk products wholesale business sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for companies that sell in this industry.
Leads vs. Prospects
If you've done your homework, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the milk and milk products wholesale business contacts have been culled from a larger group of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
How to Tell If You Have a Good Lead List
Quality lead lists share several characteristics that are essential in selling to milk and milk products wholesale businesses. For starters, you'll want a list that has been generated from a large contact database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to milk and milk products wholesale businesses, a large database makes it easy to narrow the list of prospects to companies that meet precise sales criteria. Since lead quality has a significant influence on conversion, you'll also want to focus your efforts on providers that are well established and reputable.
Use Lead Lists to Get a Competitive Edge
Many businesses primarily view lead lists as a convenient resource. Despite the importance of convenience, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to milk and milk products wholesale businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
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