Let's start with the first list: 1) Leads that you acquire These are the kinds of leads that you gather from an ad that you run. This is a great way mailing list to improve your direct mail response rates also. Here's the gist of it. You run an ad, and mention that you have a free offer. Your prospects call your 1-800 number or visit your website to enter their contact information.
From there, you follow up on these leads via direct mail until you close the sale. An approach like this can easily net you a 5% response rate, which is unheard of in the world of direct mail. These leads are considered "hot", because they mailing list raised their hands to be contacted. Make sure you mail to these people at least once a month, just to keep them in the loop and possibly make a sale.
Let's move on to the next kind of list. 2) Leads from the SRDS or a list broker In my opinion, you should stay away from a list broker and strictly use the SRDS. A list broker's intention is to get you to buy something. They don't care mailing list about whether or not your campaign will succeed or not. This is why you want to use an invaluable book called the SRDS.