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To dominate in sales to protective masks businesses, segmentation is a must -- and that means you have to be thoughtful in assembling your prospect lists.
Lead List Vendor Recommendations
Google is often business owners' first stop when they're looking for a lead list provider. Although online searches have value, they don't tell the whole story. The Internet is full of providers that are big on promises and short on execution, so it's important to verify each provider's claims and references.
Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of Experian's many high points is a database of more than 14 million U.S. businesses. Companies that sell to protective masks businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. But what they fail to consider is that lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective protective masks businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new protective masks businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, it's impossible to match the performance of third-party list providers.
Using Lead Lists to Convert Sales
Lead lists can be valuable resources for increasing conversion rates. If your protective masks business lead lists are up-to-date, they can enable the creation of customized marketing pieces. Promotional material that has been customized with the name of the protective masks business is more likely to be read than generic marketing content.
After the initial mailing, protective masks business lists can provide the backbone for follow-up calls, e-mails and sales calls. The key is to use the accuracy of the lead list to your advantage and to maximize its potential throughout the sales cycle.
What Else Can Lead Brokers Do For You?
Many sales lead brokers do more than just sell leads. In fact, your list broker may have a range of consulting services. They also can clean your existing lists of prospects for you. Finally, if you send the list company a few customers that you think are a good fit for your business, they can usually run some software to create a new list of similar companies.
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