Generally speaking, who you know can be more important than what you know when selling to counseling centers -- and good leads are the seeds for great relationships.
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Profit-minded entrepreneurs know that to maximize revenue, they need the help of third-party providers. Consequently, direct mail lists extremely useful for boosting lead volumes and sales revenue.
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Mailing List Best Practices
In counseling center sales, lead quality is just as important as lead volumes. Although the counseling center lists you provide your sales team need to contain convertible contacts, your team may require a large volume of leads to hit sales targets. Whenever possible, verify each lead's contact information and move quickly to identify decision makers before investing time in counseling center contacts who have little influence over their employer's purchasing decisions.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to counseling centers. From the outset, you'll want leads that have been created from a nationwide database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to counseling centers, a large database equates to a larger pool of targeted sales prospects. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Direct Mail Marketing Tips
With direct mail, you have one shot to impress prospective customers. When a counseling center decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest liberally in the creation of each direct mail piece. But the effort and resources you put into your direct mail marketing channel will be wasted unless your pieces are seen by the right people. As a result, lead generation isn't just about adding counseling center names to a list -- it's about producing a high quality list of counseling center sales prospects.
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