A sales plan that doesn't involve purchasing sales leads is irrational and ineffective if you market to real estate loans businesses.
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To begin with, most real estate loans businesses are extremely discriminating in their purchasing decisions. Clear messaging is essential, but even that may not be enough unless you have invested in a high quality lead list.
Always Start with a Big Lead Database
When it comes to finding reliable list providers, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of real estate loans businesses. Experian Business Services, for example, uses an updated 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 focus your sales cycle on the most likely buyers.
There are many ways to generate B2B sales leads. Customer referrals, industry contacts and other strategies have a place in a fast-paced B2B sales environment.
But even though a handful of quality leads are enough to prime the pump, you will ultimately need an ongoing source of leads that can be qualified to fit specific marketing campaigns and sales strategies. Lead lists offer a steady stream of real estate loans business contacts that can be sorted according to precise sellings criteria.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of real estate loans business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A well-crafted lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then determine which marketing concepts have the highest conversion rates in each area before launching a full-scale, one-size-fits-all campaign.
Where Do Lead Vendors Get Their Data?
Great question. Top lead brokers are continually combing a variety of sources to get fresh, accurate massive lead databases. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that some firms sell old, stale leads that are pretty worthless
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