Run-of-the-mill marketing strategies can be worthless when selling to moving and storage commercial and industrial businesses because businesses and consumers are different types of sales targets.
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Finding qualified leads is hard work. Our lead list guidelines can equip your sales force to outperform and outsell industry standards.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. Unlike other vendors on the market, Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to moving and storage commercial and industrial businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is the name of the game with lead lists. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of moving and storage commercial and industrial business leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
Direct Mail Marketing Tips
With direct mail, you only get one chance to capture a prospect's attention. When a moving and storage commercial and industrial business decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest heavily 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. Consequently, lead generation isn't just about adding moving and storage commercial and industrial business names to a list -- it's about producing a high quality list of moving and storage commercial and industrial business sales prospects.
Reach Out to Your Leads Multiple Times
Businesses that experience the most success in selling to moving and storage commercial and industrial businesses usually take a multichannel marketing approach. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is a popular marketing medium in the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
How Do Lead List Brokers Get Their Data?
Wondering where lead vendors get their lists? The really good lead brokers are continually conducting extensive research to get fresh, accurate available inventory of business leads. Among other things, they scan Yellow Pages directories, SEC databases, and web sites. In contrast, on the other side of the spectrum, be aware that there are some companies that sell old, stale lists.
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