Everyone knows that wooden buildings business sales are all about relationships -- and good leads are the seeds for great relationships.
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If you're planning for wooden buildings businesses to take the first step, you could be in for a long wait. Instead, you need to be proactive about sales and that starts by acquiring lists of solid wooden buildings businesses.
Lead List Metrics
There are a lot of way to measure the impact of wooden buildings business lead lists.
For starters, conversion rate (number of sales/number of leads) is the most important measurement of overall lead list effectiveness. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. 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. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
Lead Lists: Build or Buy?
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 highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective wooden buildings businesses for a fraction of the investment required for in-house lead generation. Even more, world-class lead list vendors have developed mechanisms that capture new wooden buildings businesses 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.
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. That's because 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 wooden buildings businesses to rely on leads that have been selected from a large, national 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 wooden buildings business leads, you can't afford to to incur vendor backlogs. Good list providers deliver tailored lead lists in hours or less.
Other Options for Getting Business Leads
Finding new customers by buying low-cost sales leads from mailing list and lead database brokers is a smart move. Still, make sure you take a creative approach to finding leads.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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