The harder your sales force works, the more conversions they will achieve. Sales organizations that aggressively pursue new financial planning business prospects have a clear advantage over companies that adopt a more passive approach.
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In the world of financial planning business sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for firms like yours.
Benefits of Lead Lists
It's a fact: lead lists give your company a competitive advantage. In many companies, lead generation is a major barrier to greater market share. When sales units have to produce their own leads, lead quality suffers.
However, outsourced lead lists are current, accurate, and reliable. In most cases, the lists are updated on a regular basis so sales personnel always have the most recent and comprehensive contact information for prospecting and other sales activities.
Multichannel Marketing Tips
Top-earning sellers to financial planning businesses typically leverage a multichannel sales and marketing strategy. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is a popular marketing medium in the industry. But more and more companies are achieving results by combining direct mail and telemarketing with email campaigns and other initiatives 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.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can bog down the sales process, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new financial planning businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. One of the lead list providers we recommend to our partners is Experian Business Services. Experian delivers first-rate financial planning business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
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