New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a frustrating decline in sales may come sooner rather than later.
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There are only so many tropical and saltwater fish shops you can sell to. Although you won't convert every prospect in the nation, lead lists target high value prospects so you can concentrate on prospects that are most likely to convert.
In-House Leads vs. Purchased Lead Lists
Many business owners struggle with the decision to purchase lead lists because (in theory) they can produce the same results using in-house personnel. In fact, lead list providers are specialists who are extremely adept at identifying targeted leads. The top lead list companies can produce a list of prospective tropical and saltwater fish shops at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new tropical and saltwater fish shops as they enter the marketplace and meticulously maintain their contact databases. For many in-house sales units, it's just not possible to keep pace with the professionals.
Pre-Qualifying Sales Leads from Purchased Lead Lists
Managers who include tropical and saltwater fish shop lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of a first-rate lead list is just the first step. It may be necessary for sales personnel to further qualify each prospect and tailor their approach accordingly.
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. Unlike other vendors on the market, 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 tropical and saltwater fish shops to cull their leads from an expansive business database. Why? Because more contacts means a larger pool of prospects -- and ultimately, higher quality sales leads.
- Updated contacts. Contact updating is lead list 101. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of tropical and saltwater fish shop leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
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