Generally speaking, who you know can be more important than what you know when selling to water cooler and fountain rental businesses -- and good leads are the seeds for great relationships.
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Typically, companies that offer products and services water cooler and fountain rental businesses find it hard to meet their lead generation requirements using in-house resources. That's where lead lists can help . . .
What to Do With the Lead Lists You've Purchased
Outsourced lead generation is only the first step toward higher sales revenues. Of equal importance is how your sales force uses lead lists to increase conversions. To maximize ROI, you'll need to coordinate the use of your water cooler and fountain rental business lists across multiple business units including sales, marketing and possibly even IT (online strategies). Talk to your provider about use restrictions before you make any firm plans, but whenever possible, apply the leads you purchase to multiple marketing channels.
Criteria for Lead List Vendor Selection
In our experience, third-party lead list providers are definitely not created equal and Experian Business services stand out from the crowd. That's because Experian has all of the qualities we look for in a great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to water cooler and fountain rental 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. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of water cooler and fountain rental business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Lead Lists as a Competitive Advantage
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to water cooler and fountain rental businesses. As your competitors grow increasingly desperate for leads, a good lead list enables your sales unit to focus on conversion and the factors that directly figure into bottom line revenue.
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