The harder your sales force works, the more conversions they will achieve. Firms that are proactive about acquiring new funeral planning business prospects have a clear advantage over those that simply wait for the phone to ring.
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In today's marketplace, funeral planning businesses count on you to locate them. Fortunately, a modest investment in lead databases can enable a solution to your lead gen challenges.
What Companies Sell Leads?
Google is often business owners' first stop when they're looking for a lead list provider. Although online searches have value, they don't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of the reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to funeral planning businesses routinely depend on Experian to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Are Lead Lists Worth the Investment?
It has always puzzled us why business owners will drop hundreds of dollars on the latest electronic gadgets yet resist investing in high quality lead lists.
The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can substantially boost sales revenues.
Still not convinced? Then consider this: time dedicated to lead generation detracts from the amount of time your business can dedicate to converting prospects. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of funeral planning business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead vendor you buy from. For some vendors, for example, you can get fields like Estimated Annual Sales, Company Website and Year Established.
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