Be warned: generating leads is somewhat more difficult than the textbooks make it out to be. Identifying legitimate self help group leads requires your full focus and attention.
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Without good lead generation infrastructure, firms lag behind the competition and struggle to gain traction in the marketplace. To maintain a competitive edge, you need a mechanism that drives high-opportunity self help group business leads to your sales team.
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Lead Lists: Build or Buy?
Many business owners struggle with the decision to purchase lead lists because (in theory) they can produce the same results using in-house personnel. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. So a decent list provider can produce a list of prospective self help groups at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new self help groups 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.
Where Can I Buy Self Help Group Leads?
The key to finding a good self help group lead list is to focus your search on dependable providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They are invested in ensuring that their lists are up-to-date and they supply their clients with leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're not sure where to begin your search, we highly recommend Experian Business Services. Experian has the characteristics we look for in a self help group lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
Multichannel Marketing Tips
Successful B2B sellers to self help groups typically leverage a multichannel sales and marketing strategy. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is a popular marketing medium in the industry. But more and more companies are achieving results by combining direct mail and telemarketing with Internet-based marketing campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
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