The longer your company sells in a specific market, the more difficult it will become to locate new leads. Without an effective source for business leads, a frustrating decline in sales may come sooner rather than later.
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Good, third-party lead lists can bring stability and consistency to your sales strategy. In addition, there are some other benefits lead lists offer companies that routinely sell to store fronts and supplies businesses.
Checklist for Choosing Lead List Providers
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 good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to store fronts and supplies 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 a fundamental part of sound sales strategy. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of store fronts and supplies business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Are Mailing Lists Right For You?
Any B2B organization can benefit from lead lists. Yet the organizations that benefit the most from third-party leads are sales-driven enterprises in which the sales team struggles to efficiently generate enough quality leads to hit revenue goals. For growth-minded companies, store fronts and supplies businesses lead lists will multiply your industry network in a condensed timeframe.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of store fronts and supplies business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement can tell you a lot about the quality of the leads you're receiving from your vendor. 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. Along the same lines, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
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