Doing business with pulp and paper businesses is much different than what you might expect it to be.
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In order to successfully sell to pulp and paper businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
Always Start with a Big Lead Database
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 pulp and paper businesses. Experian Business Services, for example, culls leads from a current 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 Convert Sales
Lead lists can be valuable resources for increasing conversion rates. If your pulp and paper business lead lists are up-to-date, they can be used to generate customized marketing pieces. Promotional material that has been customized with the name of the pulp and paper business is more effective than generic marketing content.
After the initial mailing, pulp and paper 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.
Using Lead Lists to Sell to Pulp & Paper Businesses
Compared to businesses in other industries, pulp and paper businesses expect to be able to access product messaging through a variety of venues. 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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