New lead generation has a tendency to become more challenging over time. Without an effective source for business leads, a frustrating decline in sales may come sooner rather than later.
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When it comes to tabletops business sales, direct marketing can be the first step in the sales cycle -- and that means lead generation is a core business activity for firms like yours.
Who Should I Buy Tabletops Business Leads From?
The key to finding a good tabletops business lead list is to focus your search on the industry's best providers. Some providers are notorious for selling lists that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They go out of their way to make sure their lists are up-to-date and deliver leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're not sure where to begin your search, we highly recommend Experian Business Services. Experian has the characteristics we look for in a tabletops business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
Why Use Third-Party Lead Databases?
Isn't it possible to create your own lead lists without paying an outside provider? Yes, but obtaining lead lists from an outside specialist is much more cost efficient than generating lead list in-house.
Your company will receive better returns from proven list providers because they have massive industry databases that are updated regularly for accuracy. The bottom line is that lead lists improve the speed and effectiveness of the selling process.
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 tabletops 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.
Other Services from Mailing List Providers
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. They also can clean your existing lists of prospects for you. Finally, if you send the list broker a few customers that you like, they can find similar leads for you.
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