It's widely accepted that petroleum testing laboratories business sales are all about relationships -- and the process of developing great relationships starts with solid sales leads.
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There are a limited number of petroleum testing laboratories businesses you can sell to. Even though you probably won't sell to all of them, lead lists increase awareness so you can concentrate on prospects that are most likely to convert.
Selecting a Lead List Provider
Personal references are an important consideration in selecting a petroleum testing laboratories business lead list provider. When our business partners ask us for a referral, we usually direct them toward Experian, a proven vendor with the track record and experience to generate targeted lists of petroleum testing laboratories business leads.
Even so, you'll want to interview several potential vendors to find the one that is most capable of meeting your needs and budget requirements. The best provider will be the one that can provide references of satisfied customers that share your priorities and business traits.
Leads vs. Prospects
If you've done your homework, your provider will deliver a current lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the petroleum testing laboratories business contacts have been culled from a larger group of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Lead Generation Tactics
Not surprisingly, petroleum testing laboratories business lead generation strategies are extremely diverse. While some businesses rely on informal networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. The majority of companies use a combination of strategies, but struggle to automate the process.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Beyond that, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
How Do Lead List Brokers Get Their Data?
Great question. The really good lead brokers are continually conducting extensive research to improve their available inventory of business leads. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, you should know that there are some companies that are reselling old, stale mailing lists that are pretty worthless
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