No doubt about it, meetings with prospective new customers as often as possible is essential for higher sales volumes. Without the right leads, your sales program is doomed to mediocrity.
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When it comes to funeral information and referral services 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.
Reach Out to Your Leads Multiple Times
Top-earning sellers to funeral information and referral services businesses make effective use of multichannel marketing techniques. Consequently, it's important to utilize your lead lists in more than one channel. 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 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 leverages technology to feed content into multiple channels.
Characteristics of High-Converting Lead Lists
High converting lead lists share several characteristics that are essential in selling to funeral information and referral services businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services maintains an updated list of more than 14 million active U.S. businesses. For sellers to funeral information and referral services businesses, a large database increases the pool of prospects that can then be sorted and filtered for specific criteria including location, business size, years in business, etc. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
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. But what they fail to consider is that lead list providers are specialists who are highly skilled in identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective funeral information and referral services businesses for a fraction of the investment required for in-house lead generation. Not to mention that first-tier lead list companies have developed mechanisms that capture new funeral information and referral services businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, it's impossible to match the performance of third-party list providers.
How Do Lead List Brokers Get Their Data?
Great question. Top lead providers are continually conducting extensive research to refine and enhance their available inventory of business leads. Notably, they scan utility company databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that sell old, stale lead lists.
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