In the world of roof coatings business sales, direct marketing can be a highly effective entry point -- and that translates into the prioritization of reliable lead generation for firms like yours.

Should You Buy Lead Lists?

Any B2B organization can benefit from lead lists. Yet the organizations that benefit the most from third-party leads are aggressive, sales-focused operations that crave a steady supply of good leads. For growth-minded companies, roof coatings businesses lead lists are an invaluable resource for expanding your contact base in a relatively short period of time.

Measuring Lead List ROI

There are several metrics that can be used to evaluate the effectiveness of roof coatings 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 low figure here could indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.

Checklist for Choosing Lead List Providers

In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:

• Large database. We think it's important for businesses that sell to roof coatings businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts equates to a higher volume of truly qualified leads.
• Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
• Delivery speed. When your business needs a fresh injection of roof coatings business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers respond to client requests in hours or less.