Generally speaking, industry relationships are key to successful mental health practitioners business selling -- and the process of developing great relationships starts with solid sales leads.
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In this market, inexperienced sales teams often effort alone doesn't guarantee market share. More often than not, intelligent work processes outperform effort -- and when it comes to working smart, it's tough to beat a purchased, high-qaulity mental health practitioners business lead list.
How to Tell If You Have a Good Lead List
Quality lead lists share several characteristics that are essential in selling to mental health practitioners businesses. From the outset, you'll want a list that has been generated from a large contact database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to mental health practitioners businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality plays a primarily role in conversion percentages, you'll also want to focus your efforts on providers that are well established and reputable.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of mental health practitioners 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 dismal units-per-lead number 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.
Lead Generation Tactics
As you might expect, mental health practitioners 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. The majority of companies use a combination of strategies, but struggle to automate the process.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Beyond that, the leads obtained from a dependable third-party vendor generally have a higher conversion rate than the ones that are acquired through in-house processes.
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