It's a widely accepted fact that your firm's prospecting approach needs to be as strong and robust as possible.
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Nowadays, guardians and conservators businesses expect vendors to locate them. The good news is that a modest investment in lead databases can enable the process required to identify high value leads throughout the industry.
In-House Leads vs. Purchased Lead Lists
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. In fact, lead list providers are specialists who are extremely adept at identifying targeted leads. So a decent list provider can produce a list of prospective guardians and conservators businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new guardians and conservators businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, that kind of accuracy just isn't practical.
What Companies Sell Leads?
Google is often business owners' first stop when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. The Internet is full of providers that are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, 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 guardians and conservators businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Finding Sales Prospects
Reliable lead lists increase the odds of positive guardians and conservators business responses. But before you can close deals, you'll need to use your lists to engage in prospecting.
Like it or not, you can't avoid the hard work of picking up the phone and using the lead list to qualify prospects. Although not every guardians and conservators business on the list will greet your efforts with enthusiasm, the payoff for an investment in a targeted lead list will be noticeably higher response percentages.
Where Do Lead Vendors Get Their Data?
Great question. The really good lead providers are constantly conducting extensive research to get fresh, accurate business lead information. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that some firms sell old, stale leads that are pretty worthless
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