Any sales professional can tell you that your firm's prospecting system needs to be as strong and robust as possible.
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In order to successfully sell to pet insurance businesses, you have to target your sales and marketing energies toward specific segments of the marketplace -- and that means you have to be thoughtful in assembling your prospect lists.
Where to Find Lead Lists
An Internet search is typically the first step businesses take when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of the things Experian has working for it is a database of more than 14 million U.S. businesses. Companies that sell to pet insurance businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Using Lead Lists to Sell to Pet Insurance Businesses
Unlike some other types of businesses, pet insurance businesses expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to proactively educate them about product offerings.
Lead lists enable selling success because they are current and sortable contact lists that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
Using Lead Lists to Convert Sales
There are several ways to use lead lists to convert sales. If your pet insurance business lead lists are up-to-date, they can be used to generate customized marketing pieces. Promotional material that has been customized with the name of the pet insurance business is more likely to be read than generic marketing content.
After the initial mailing, pet insurance business lists can provide the backbone for follow-up calls, e-mails and sales calls. The key is to use the accuracy of the lead list to your advantage and to maximize its potential throughout the sales cycle.
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