Foundational sales tactics can have limited impact when selling to tower repairs businesses because businesses and consumers are different types of sales targets.
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To dominate in sales to tower repairs businesses, it's necessary to pursue a segmented marketing strategy -- and we think lead lists are what can help you make that happen.
Lead Selection: Which Leads to Buy
Sort and filter features are an important consideration when buying lead lists. The goal isn't to accumulate as many tower repairs business leads as possible. Instead, you'll want to focus your energy on lead lists containing the names and contact information of likely buyers. For example, Experian, the forerunner in B2B lead lists, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
Leads vs. Prospects
If you've done your homework, your provider will deliver a current 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 tower repairs business contacts have been distilled from a larger pool of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Reasons to Buy Lead Lists
Isn't it possible to create your own lead lists without paying an outside provider? Absolutely. However, in the long term, internal lead generation costs more than outsourcing.
You'll get higher ROI from good list providers because they have access to larger and more current databases. The bottom line is that lead lists improve the speed and effectiveness of the selling process.
Non-Industry-Specific Lead Databases
If your marketing efforts go well beyond a single niche industry, most mailing list businesses 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. Define the desired profile to your mailing list vendor and they can usually take it from there.
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