A sales plan that doesn't involve purchasing sales leads is risky if your organization sells to employee benefit administration businesses.
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These days, employee benefit administration businesses count on you to find them. Fortunately, a modest investment in lead databases can enable a solution to your lead gen challenges.
Multichannel Marketing Tips
Businesses that experience the most success in selling to employee benefit administration businesses usually take a multichannel marketing approach. Consequently, it's important to utilize your lead lists in more than one channel. Direct mail is standard across the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
Sorting & Filtering Leads
Don't settle for a lead list provider that doesn't offer the option of sorting and filtering leads. Remember: Your goal isn't just to acquire as many employee benefit administration business leads as possible. Instead, direct your focus toward provider lists that deliver pre-qualified leads. For example, Experian, the forerunner in B2B lead lists, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
How to Generate Qualified Leads
It only takes a quick glance at the marketplace to know that employee benefit administration business lead generation strategies are extremely diverse. While some businesses generate leads through industry networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. Many businesses mix and match lead generation techniques, but struggle to automate the process.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Beyond that, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
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