New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a frustrating decline in sales should be avoided at all costs.
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Identifying good lead generation mechanisms can be difficult for companies that sell in this industry. Our lead list guidelines can equip your sales force to outperform and outsell industry standards.
Selecting a Observatory Lead List Provider
The key to locating a good observatory lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They are invested in ensuring that their lists are up-to-date and give their customers leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're looking for a new provider, we highly recommend Experian Business Services. Experian has the characteristics we look for in a observatory lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
How Much To Pay For Lead Lists
It has always puzzled us why business owners will drop hundreds of dollars on the latest electronic gadgets yet resist investing in high quality 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.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of observatory lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement can tell you a lot about the quality of the leads you're receiving from your vendor. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive through a third-party supplier.
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If you plan on starting an observatory, these resources were written to assist you:
If you are looking for mailing list for a different kind of business, please browse our alphabetical list marketing guides below.