It's widely accepted that who you know can be more important than what you know when selling to employee benefit plans consulting services businesses -- and good leads are the seeds for great relationships.
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Lead lists obtained through a qualified third-party provider have the potential to bring stability and consistency to your sales strategy. But that isn't the only advantage they offer. Here are a handful of additional benefits lead lists give sales reps who sell to employee benefit plans consulting services businesses.
Checklist for Choosing Lead List Providers
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to employee benefit plans consulting services businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts translates into better leads and more conversions.
- Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of employee benefit plans consulting services business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
Investment or Expense?
There's a misperception that lead lists are an optional expense for B2B sales divisions. In reality, a good lead list is an investment in your company's future. The employee benefit plans consulting services business contacts you acquire through a reputable lead list provider can become long-term customers. More importantly, lead lists can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
Multichannel Marketing Tips
Successful B2B sellers to employee benefit plans consulting services 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 Internet-based marketing 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 leverages technology to feed content into multiple channels.
Want to learn more about selling to employee benefit plans consulting services businesses? You might find these additional resources to be of interest.
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