Selling to defensive driving school businesses is not the same as what you might expect it to be.
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Typically, companies that offer products and services defensive driving schools have trouble generating enough quality leads to hit consistent growth targets. That's where lead lists can help . . .
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Lead List Dynamics
It makes sense to focus lead list generation on defensive driving schools that are likely to respond to your sales and marketing efforts. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. If your marketing mix features Internet-based tactics, your lead lists should contain updated email and site contact data.
How to Recognize High Quality Lead Lists
Not sure what to look for in a great lead list vendor? We recommend: accuracy, updating and speed.
First-tier list providers like Experian Business Services have created large defensive driving school databases to give their clients the most up-to-date leads in the industry.
When choosing a defensive driving school list vendor, conversion ability counts. The more accurate and targeted your lead list is, the higher your conversion rate will be. However, you'll also want to consider how long it takes the vendor to fulfill list requests. These days, even minor backlogs can bring sales and marketing processes to a standstill.
Lead Lists: Build or Buy?
Many business owners struggle with the decision to purchase lead lists because (in theory) they can produce the same results using in-house personnel. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. The top lead list companies can produce a list of prospective defensive driving schools at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new defensive driving schools as they enter the marketplace and regularly update the contacts that are in their database. For most in-house sales units, that kind of accuracy just isn't practical.
Where Do Lead Vendors Get Their Data?
Great question. Top lead vendors are continually combing a variety of sources to refine and enhance their available inventory of business leads. Among other things, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that sell out-of-date leads.
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