To grow your business, you have to continuously acquire new customers, and this usually requires some level of sales activity. While most business owners understand this concept, many don’t understand the nitty gritty aspects of the sales process; for example, how to build a sales pipeline, create a lead nurture process, and qualify sales leads.
If sales isn’t your area of expertise, you may be unfamiliar with the term “lead cleansing” in particular. Even if you are familiar with the term, is lead cleansing built into your sales process yet? Here’s why you need to cleanse your sales leads, and more specifically, why you need to cleanse commercial roofing leads if you own a roofing company.
“Lead cleansing” is a term used to describe all the sales activity involved in acquiring accurate information for a list. This can mean gathering additional information from prospects that you didn’t have before or updating inaccurate information.
Things are constantly changing at your prospects’ businesses, and without lead cleansing, your messaging could be all wrong and you won’t sell as much. Not only that, but there is some information you can’t buy from a list. For example, no database can give you answers to the following questions about your prospect:
- How long have you been with your current provider?
- When will you be evaluating new partners or looking to add additional providers?
- What services does your current provider offer?
- What is your biggest need right now?
The sales activity you perform in order to cleanse leads is so important because it gives insight into your ideal customer’s business. Without knowing this information, you couldn’t sell effectively or schedule as many sales appointments. Your prospects probably weren’t expecting a call from you to begin with, and if you have inaccurate information about their company you’ll really lose credibility. Also, 65% of sales reps say they can’t find content to send to prospects. By constantly talking to your prospects, you aren’t just cleansing data—you’re becoming a better salesperson.
At Abstrakt, we don’t just rely on the fact that we “think” our data is good. We take things a step further and cleanse lists so that we get as much accurate information as possible from your ideal customers. If you’re our partner, we want to schedule more appointments for you to potentially close business, and lead cleansing is a big part of this. We use great databases to build lists, but as B2B lead generation experts, we know how important accurate information is.
Our experts know how quickly information in a list can change. We know that decision makers rarely stay the same. We see it all the time. You may call a company one day and encounter a decision-maker who is open to staying in touch but has no need for roofing services today. Then, during the lead nurturing process (this often overlaps with lead cleansing), you learn that a decision-maker left the company. If you’re constantly cleansing leads, you’ll catch when a decision-maker leaves and get the information for the new point of contact immediately.
To give you a better idea of how many targets we cleanse per month for our commercial roofing partners, take a look at our data:
- September 2020: 1,517 contact records cleansed
- October 2020: 2,874 contact records cleansed
- November 2020: 2,912 contact records cleansed
- December 2020: 1,888 contact records cleansed as of 12/14/20 (more to come!)
It’s easy to see how much B2B appointment setting activity goes on at Abstrakt Marketing Group every single day. By gathering accurate information about your target customers, we can schedule more face-to-face or virtual sales meetings for your business, ultimately helping you grow!