Persistence pays off in the form of sales conversions. Businesses that are proactive about acquiring new pet loss counseling business prospects have a clear advantage over those that simply wait for the phone to ring.
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To dominate in sales to pet loss counseling businesses, you have to target your sales and marketing energies toward specific segments of the marketplace -- and that means you have to be thoughtful in assembling your prospect lists.
Lead Lists as a Competitive Advantage
Lead lists are a convenient sales resource. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to pet loss counseling 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.
Lead List Metrics
There are several metrics that can be used to evaluate the effectiveness of pet loss counseling business 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 demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive through a third-party supplier.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to pet loss counseling businesses. Right out of the gate, you'll want to look for lists that are created from expansive databases. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to pet loss counseling businesses, a large database equates to a larger pool of targeted sales prospects. 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.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, most mailing list vendors are happy to help you out. You can even target things like Businesses That Own a Building, Businesses Owned by Hispanic Executives, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and they can usually take it from there.
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