To dominate in sales to security consultants and agencies businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.

Lead List ROI

It's a common misperception that lead lists are cost-prohibitive for most sales programs. Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated security consultants and agencies business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.

Choosing a Lead List Broker

Personal references are an important consideration in selecting a security consultants and agencies business lead list provider. When businesses look to Gaebler for a referral, we usually direct them toward Experian, an established vendor with the resources and experience to generate targeted lists of security consultants and agencies business leads.

Even so, you'll want to interview several potential vendors to discuss issues such as the size of their database, filtering capabilities and of course, price. The best provider will be the one that can provide references of satisfied customers that share your priorities and business traits.

Leads vs. Prospects

If you've done your homework, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the security consultants and agencies business contacts have been generated from a large database of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.

Types of Data Available from Lead Database Vendors

In dealing with the biggest lead list companies, you will typically get Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead vendor you buy from. In some cases, for example, you can opt to receive fields like Executive Titles, Email Addresses and Number of Employees.