A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to soccer clubs and instruction businesses.
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To dominate in sales to soccer clubs and instruction 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 soccer clubs and instruction business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.
Good Lead Brokers
It isn't hard to find high quality, soccer clubs and instruction business lead lists. First-rate lead lists come from first-rate lead list providers.
For the best leads, your search needs to focus on the vendors that inhabit the top 10% of the marketplace. Young and unproven lead list vendors typically aren't the best candidates for business owners who are serious about sales.
At Gaebler, we advise our readers to consider Experian Business Services for soccer clubs and instruction business lead lists. Experian is a reliable lead list provider with a strong track record of offering the most accurate and up-to-date lead lists available. They maintain real-time counts on qualified prospects and make it easy for their clients to filter targets according to a range of geographic and demographic criteria.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a fresh 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), list contacts need to be further qualified by your sales team. Since the soccer clubs and instruction business contacts have been culled from a larger group 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.
What Else Can Lead Brokers Do For You?
Many sales lead brokers do more than just sell leads. For example, your list broker may be able to directly assist you with a direct mail postcard campaign or an email blast campaign. Have a conversation with them and ask about their full capabilities. Finally, if you send the list broker a few sales targets that you like, they can usually run some software to create a new list of similar companies.
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