Marketing and Sales Leads
Mailing Lists for Fleet Insurance Businesses
Leveraging direct marketing lists is a powerful mechanism to take the next step and grow your business. But be sure to incorporate them into both marketing and sales.
Have you seen how much competition there is in selling to fleet insurance businesses recently?
There are a limited number of fleet insurance businesses you can sell to. You can't sell to all of them, but good business mailing lists target high value prospects so you can focus your company's energy on prospects that are most likely to convert.
Lead List Dynamics
It makes sense to focus lead list generation on fleet insurance businesses that are likely to convert to satisfied customers. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.
Lead List ROI
It's a common misperception that lead lists are cost-prohibitive for most sales programs. Although there is an added expense associated with lead lists, the indirect costs of in-house lead list generation are far more than the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated fleet insurance business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to fleet insurance 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 fleet insurance businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality has a significant influence on conversion, you'll also want to focus your efforts on providers that are well established and reputable.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, most mailing list vendors are happy to help you out. You can even target things like Companies In a Specific Geographic Area, Businesses That Accept Credit Cards, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and they can usually take it from there.
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