A sales plan that doesn't involve purchasing sales leads is risky if you market to moving and storage businesses.
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To dominate in sales to moving and storage businesses, you have to target your sales and marketing energies toward specific segments of the marketplace -- and lead targeting is one of the areas in which lead lists excel.
Beat the Competition with Better Lead Lists
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to moving and storage 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.
Collaborative Uses for Mailing Lists
If you limit the use of moving and storage business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
Where to Find Lead Lists
Google is often business owners' first stop when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. The Internet is full of providers that are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of Experian's many high points is a database of more than 14 million U.S. businesses. Companies that sell to moving and storage businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
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