The harder your sales force works, the more conversions they will achieve. Firms that aggressively pursue fresh insurance agency leads have a clear advantage over businesses that wait for customers to establish first contact.
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In this market, new sellers are often disappointed to find out that. More often than not, intelligent work processes outperform effort -- and when it comes to working smart, it's tough to beat an exceptional insurance agency prospect database.
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Characteristics of Good Insurance Agency Lead Lists
Good leads are a requirement for companies that sell in a insurance agency-centered universe. The best lead lists are accurate and up-to-date. Since new prospects are constantly entering the market, you'll want to make sure your provider updates their lists on a monthly basis. But to maximize the value of the lists to sellers and direct marketers, insurance agency lead list providers should also offer filtering features that tailor leads to your company's unique geographic and demographic sales strategy.
We are very impressed with Experian Business Services when it comes to insurance agency lead lists. Experian has a proven track record in delivering extremely precise and fresh leads that can be filtered to meet the specifications that are important to sales operations. They utilize a large and frequently updated insurance agency database so you can be confident that your lead lists are comprehensive and current.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of insurance agency 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 dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
Benefits of Insurance Agency Lead Lists
Lead lists create more productive sales cycles. In the insurance agency sales arena, there is no substitute for speed and lead lists make it easy for sales units to quickly locate the customers who are most likely to purchase their products and services. Even more, insurance agency leads provided by first-rate vendors have better conversion rates because they are more accurate than leads that are collected through internal processes.
How Do Lead List Brokers Get Their Data?
Great question. The really good lead providers are constantly combing a variety of sources to get fresh, accurate available inventory of business leads. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, you should know that there are some companies that sell old, stale lead lists that haven't been updated in ages.
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