Foundational sales tactics can have limited impact in B2B sales if lead gen isn't the top priority.
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To begin with, most oil field construction businesses practice careful purchasing routines. A focused value proposition is essential, but even that is a waste of time unless you have invested in a high quality lead list.
Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. After you have qualified the oil field construction businesses on the list, each contact is an on-ramp a larger network of oil field construction business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By intentionally using lead lists as the basis for networking, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists in the future, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
Lead List Databases: Why Size Matters
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of oil field construction businesses. Experian Business Services, for example, uses an updated database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to to create a highly targeted pool of prospects.
Using Lead Lists to Sell to Oil Field Construction Businesses
Compared to businesses in other industries, oil field construction businesses expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to proactively educate them about product offerings.
Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
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