Improving the ROI of Your Sales Leads Lists

Laura Webb
December 19, 2012 — 904 views  

Understand Your Audience
ROI starts long before you order sales leads. In fact, while your vendor will play a role in your campaign's success, its success is largely your responsibility. Think about who your best prospects are? What size company do they work for? What job titles do they hold? What income range do they earn? Where do they live? What problems do they have that you can solve? Which contact method (direct mail, email, or telemarketing) would be most effective? Whether you're targeting C-level executives, office managers, or work-at-home moms, you need to identify who you want to target and how so that you can order targeted sales leads lists.

Make Sure Your Sales Leads are Verified
Have you ever received a list filled with bogus contact information such as Joe Blow at 123 Main Street, Small Town, USA? While some fake contact information is easy to spot, others aren't as obvious.

Many people enter fake information in order to receive a free special report or some other lead generation incentive without being bothered by sales people. By entering fake information, these people have indicated that they don't want to be contacted whatsoever. While you wouldn't want to waste your time or resources on people who aren't interested and won't convert, it's not always easy to tell if you have legitimate contact information or not.
Fortunately, many sales and business email list vendors use third party contact information verification tools to confirm the validity of their leads. By choosing verified sales leads lists, the ROI of your campaign should improve due to cleanliness of the lists.

Speak to Your Audience
After buying targeted sales leads, the messages you send must speak to that audience and show that you understand and can solve their problems. Sending the same message to C-level executives and work-at-home moms won't be nearly as effective as sending tailored messages to each group. By tweaking your messages, you can improve your ROI.

Fine-Tune Your Lists
As your outbound marketing campaigns progress, you'll likely discover that some messages work better than others or that some segments of your business email lists convert better than others. For example, you may find that C-level executives aren't the decision makers for the products and services you offer and that targeting office managers is a better choice. Instead of continuing to buy leads for C-level executives, you'd get better results by ordering more leads for office managers.

As you learn more about your campaigns strengths, work with your sales lead vendor to fine-tune future lead purchases. At the same time, adjust your outgoing campaign for better results – and an improved ROI.

Improving the ROI of sales leads lists begins with understanding your audience and building targeted lists. It's an ongoing process that also involves tailoring your message, analyzing results, and adjusting as needed.

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Laura Webb


The author of this article talks about getting the most out of your sales leads lists. Having graduated from a top business school in California, and becoming one of the best salesman at her company, she knows how to close a deal and get the most out of business email lists.