Purchasing sales leads can be a great way to boost sales and grow your business. Find out how to identify quality leads.
According to the Direct Marketing Association, 65% of business-to-business marketing is focused on B2B
generation. In the quest to maintain a constant stream of leads, many companies choose to purchase leads from a lead supplier. This can be an excellent way to boost your sales, provided you are getting high-quality leads that convert.
Unfortunately, some B2B sales leads suppliers only provide you with a list of contacts which may or may not have an interest in buying from your company.
When purchasing leads, itís important to keep in mind what actually defines true, bona fide sales leads. True sales leads feature these 4 elements:
1. They're Actively Seeking Your Services
A true lead is not just a name on a list, but a person who has demonstrated a real interest in your services. A warm lead will have indicated through their actions that they're highly motivated and ready to buy.
2. They're Verified as Contactable
Many list providers typically update lists on a monthly or semi-annual basis, leaving it up to the buyer to verify that leads can be contacted. Quality lead suppliers, however, provide lead contact information that is up-to-the-minute accurate.
3. They're Highly Targeted and Matched to Your Business
The quality of your B2B sales leads is also largely determined by the extent to which you can profile your prospects based on the unique capabilities of your business. In the case of list providers and generic online lead suppliers, the lead provider does not interact with both the buyer and service provider, which means they cannot target prospects on parameters unique to your business.
4. They're Rated by a Detailed Scoring System
Lead generation companies that sell fresh, dynamic leads analyze prospects based on web page activity, frequency of visits and accuracy of information submitted. Such highly targeted leads are simply not possible with a purchased lead lists.