Industry professionals know that lead generation is essential for higher sales volumes. In fact, if you don't have enough good leads, your sales and marketing initiatives will fall flat.
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For businesses that focus on ventilating and exhaust fan business sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for firms like yours.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for ventilating and exhaust fan businesses since business turnover and failures are an everyday, industry occurrence. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is an established and recognized lead list provider with a demonstrable history of producing high converting leads for the B2B sector.
In-House Leads vs. Purchased Lead Lists
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. In fact, lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective ventilating and exhaust fan businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new ventilating and exhaust fan businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, it's impossible to match the performance of third-party list providers.
Lead List Metrics
There are several metrics that can be used to evaluate the effectiveness of ventilating and exhaust fan 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. Similarly, individual metrics for your sales staff demonstrate how well each of your team members is using the leads they receive from your vendor.
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