Recognize that shredded paper businesses are diverse operations with unique needs and circumstances.
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Good, third-party lead lists can introduce a degree of consistency into your long-term sales strategy. Moreover, there are a handful of additional benefits lead lists give companies that routinely sell to shredded paper businesses.
Shredded Paper Business Lead List Vendors
There are many good shredded paper business lead list vendors in the marketplace. But there are also many providers you'll want to avoid. You'll need to research the marketplace to identify the best providers and focus your search on providers with a solid reputation in the industry.
We've seen lead list vendors come and go. But for our money, it's hard to beat the lists provided by Experian. Experian is an established name with a track record of providing filtered and up-to-date shredded paper business leads. With a comprehensive lead database, Experian gives its customers the resources they need to perform at the highest levels.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of shredded paper 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 indicate how well each of your team members is using the leads they receive through a third-party supplier.
Lead Generation Tactics
Not surprisingly, shredded paper business lead generation strategies are extremely diverse. While some businesses rely on informal networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. The majority of companies use a combination of strategies, but struggle to automate the process.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Beyond that, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
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