A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy when selling to solid surface materials businesses.
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The process of locating legitimate leads can be difficult for companies that sell in this industry. Our lead list guidelines can equip your sales force to outperform and outsell industry standards.
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Invest in Lead Lists and Watch Your Business Grow
B2B businesses sometimes hesitate to buy lead lists because they mistakenly see them as an expense, i.e. a purchase that has no lasting value for the company. In fact, a good lead list is an investment in your company's future. The solid surface materials business contacts you acquire through a reputable lead list provider are potential long-term clients. Additionally, outsourced lead generation can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
Reach Out to Your Leads Multiple Times
Successful B2B sellers to solid surface materials businesses 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 standard across the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online 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.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors 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 solid surface materials businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is the name of the game with lead lists. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of solid surface materials business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
Other Types of Lead Lists
If you sell to a broader market than this one, most mailing list vendors are happy to help you out. You can even target things like Businesses That Own a Building, Businesses Owned by Hispanic Executives, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and the good ones will figure out a solution that meets your needs.
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