When thoroughly executed, group insurance business lead generation is a demanding business activity.
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Sales forces without a healthy pipeline of leads are at a competitive disadvantage. To remain competitive, you need a sales process that consistently delivers qualified group insurance business leads to your sales team.
Lead List Metrics
There are a lot of way to measure the impact of group insurance 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 can tell you a lot about the quality of the leads you're receiving from your vendor. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive through a third-party supplier.
Choosing a Lead List Broker
Personal references are an important consideration in selecting a group insurance business lead list provider. When our business partners ask us for a referral, we usually direct them toward Experian, a best-of-breed provider that has the expertise and experience to generate targeted lists of group insurance business leads.
Even so, you'll want to interview several potential vendors to find the one that is most capable of meeting your needs and budget requirements. The best provider will be the one that can provide references of satisfied customers that share your priorities and business traits.
Lead Generation Tactics
It only takes a quick glance at the marketplace to know that group insurance business lead generation strategies are extremely diverse. While some businesses rely on informal networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. Many businesses mix and match lead generation techniques, but fail to develop a reliable lead generation system.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Even more, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
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