A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to loan and financing services businesses.
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Even though lead lists create a more efficient sales process, many sales teams forget that it's important to buy quality lists from proven list providers.
Measuring Lead List ROI
There are a lot of way to measure the impact of loan and financing services 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.
Beat the Competition with Better Lead Lists
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to loan and financing services businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
Establishing a Relationship with a Lead List Vendor
These days, relationships are a primary factor in your company's success. Your relationship with your lead list provider is no different than any other business relationship. By nurturing a relationship with a proven vendor, you gain the peace of mind that comes with knowing that your lists include highly accurate loan and financing services business contacts.
Based on our experience, it's hard to go wrong with Experian. Experian has a proven reputation for delivering high converting leads across a range of industries. Even more, their loan and financing services business leads can be manipulated to target your specific geographic and demographic (size of company, number of employees, years in business, etc.) sales goals.
Where Do Lead Vendors Get Their Data?
Great question. Top lead brokers are continually 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 there are some companies that sell old, stale lists that are pretty worthless
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