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Select employee group (SEG) prospecting comes down to two categories: geographic and demographic data. Geographic prospecting refers to selecting potential SEGs from a list of companies that are close to one of your locations. How close these employers are, however, may not fit the demographics of the potential members you would like to market to. This is where demographics comes in.
Demographic prospecting can be separated into two groups: company and employee demographics. Company demographics focuses a prospecting search around a specific industry or current relationships to a current SEG such as a contractor. Employee demographics is a strategy of focusing on certain marketing personas and targeting those companies based on their employee profile. An example would be looking for a blue-collar worker that has a high credit score.
Once you establish the demographics your business development team will focus on, you should leverage a database to generate a prospecting list of potential SEGs. CUCollaborate has created a SEG prospecting tool that allows you to filter based on your preferred demographics to find SEGs that meet your ideal market.