Foundational marketing strategies can have limited impact when selling to incentive programs if lead gen isn't the top priority.
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If you're hoping for incentive programs to magically appear on your doorstep, you'll never gain traction in the market. It's time to get aggressive about sales and that starts by acquiring lists of convertible incentive programs.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new incentive programs in their database.
If your current provider isn't meeting your expectations, you can't afford to continue investing in their products. We are impressed with Experian Business Services. Experian delivers first-rate incentive program leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Tips for Prospecting with Lead Lists
Updated and accurate lead lists increase the odds of positive incentive program responses. But before you can close deals, your sales team needs to activate the power of your list through 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 incentive program on the list will welcome your sales pitch, the payoff for an investment in a targeted lead list will be noticeably higher conversion rates.
Direct Mail Marketing Tips
With direct mail, you only get one chance to capture a prospect's attention. When a incentive program decisionmaker reads your piece, he needs to blown away by what he sees.
Most businesses invest large sums of money in the creation of each direct mail piece. But the effort and resources you put into your direct mail marketing channel will be wasted unless your pieces are seen by the right people. As a result, lead generation isn't just about adding incentive program names to a list -- it's about producing a high quality list of incentive program sales prospects.
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