Refreshing your prospect list and your prospect email list will often uncover low hanging fruit, ripe for the picking. In my case, this could be a new VP Marketing or VP Sales at a large agency who needs web marketing help and simply is not yet aware of all the available resources. In the case of an agency producer, a refresh might turn up a new VP HR or CFO who happens to want to shop their employee benefits to prove their worth and has no loyalty to the current broker. A list refresh can be a cost effective way to quickly open a dialogue with new prospects.
Originally Posted on May 9, 2012 by John Scranton