Selling to service station builders business businesses is much different than selling to other B2B sales prospects.
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But what they may not know is that third-party lead lists frequently outperform lists that are generated by internal staff. We've got the scoop on buying third-party service station builders business mailing lists.
Lead Lists as a Competitive Advantage
Many businesses primarily view lead lists as a convenient resource. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to service station builders businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
Criteria for Lead List Vendor Selection
In our experience, third-party lead list providers are definitely not created equal 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 great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to service station builders businesses to cull their leads from an expansive business database. Why? Because more contacts translates into better leads and more conversions.
- Updated contacts. Contact updating is a fundamental part of sound sales strategy. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of service station builders business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of service station builders business lead lists.
For starters, conversion rate (number of sales/number of leads) is the most important measurement of overall lead list effectiveness. 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 dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
How Do Lead List Brokers Get Their Data?
Wondering where lead vendors get their lists? The really good lead providers are continually combing a variety of sources to get fresh, accurate available inventory of business leads. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that sell old, stale leads that haven't been updated in ages.
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