Be warned: generating leads is somewhat more difficult than the textbooks make it out to be. Identifying convertible postage equipment and service business leads requires creativity and dedication.
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In this market, inexperienced sales teams often to discover that. Sometimes, intelligent work processes outperform effort -- and when it comes to working smart, you need an exceptional postage equipment and service business prospect database.
Why Purchase Mailing Lists?
You might be asking why you need to buy lead lists. After all, couldn't you compile your own list of quality leads using in-house sales personnel? Sure -- but in-house lead generation is usually much less efficient than purchasing leads from a third-party specialist.
Your company will receive better returns from proven list providers because they have massive industry databases that are updated regularly for accuracy. The bottom line is that lead lists improve the speed and effectiveness of the selling process.
Lead Brokerage Industry Overview
There is no shortage of vendors interested in selling postage equipment and service business lead lists to your business. Unfortunately, most of those companies peddle stale lists that have been sold to hundreds of other clients and haven't been updated for months, if not years. In the world of postage equipment and service business lead lists, you get what you pay for. First-rate list vendors don't charge bargain basement prices, but they're still affordable and they provide a product that is vastly superior to the ones you get from discount vendors. At Gaebler, we can't say enough good things about Experian for their business lead lists. In our experience, Experian is is a sound business investment. They have a broad range of postage equipment and service business contacts that can be sorted to meet your precise sales criteria.
Lead List Metrics
There are a lot of way to measure the impact of postage equipment and service business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. 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 indicate how well each of your team members is using the leads they receive from your vendor.
Want to learn more about selling to postage equipment and service businesses? You might find these additional resources to be of interest.
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