5 Reasons why you should have a Targeted Prospect List

A business grows when a sale is made and the only way to makes sales is to present targeted offers to targeted prospects. Here are 5 reasons you need a targeted prospects list

  • Find the right prospects to present offers to.
  • Connect with those prospects.
  • Save time and effort by avoiding unqualified prospects.
  • Have accurate contact information.
  • Increase sales team productivity

A sale prospecting is a process of reaching out to prospective customers, usually in a sales cadence, in order to convert them into paying customers. It’s the most crucial part of every sales process and requires a creative approach for achieving optimum results.

In relatively larger organizations, there is dedicated staff that specializes in prospecting; however, in smaller organizations, the sales team could be doing the prospecting on their own.

Evidently, gathering relevant information on the leads, understanding their decision-making challenges, and getting ready to offer compelling solutions are key to getting prospect appointments. 

Here are some prospecting reasons Why You Should have a Targeted Prospect List

Know Your Prospects

It’s important to gather information about your prospects before contacting them. In fact, the more you know about your prospects, the higher your chances are to close a deal or, at least, make some progress in an elongated sales process. Most sales professionals research their leads to gather key information such as their position in a company, their responsibilities and company objectives. However, along with that information, you could use social media and lead intelligence to develop crucial insights into your leads.

Using LinkedIn and Twitter, you can gather information about their past company, current project, and even their current interests. While LinkedIn can help you understand how the leads are connected to other decision-makers in the company, Twitter can help you track what they are currently talking about. 

Likewise, gathering intelligence on your leads can help you better understand how and why the lead arrived at your website. For example, if they found you on Google Search or a promoted tweet, you could articulate your pitch accordingly, making it super-focused and effective. Moreover, this information will help your company nurture leads more successfully.

Learn When to Engage:

Learning the most appropriate time to engage with your leads is one of the critical components of prospecting. Knowing when they read your emails or responded to a tweet, for example, can give you useful hints about their engagement patterns. Using notification tools such as Sidekick, you could monitor the following engagement alerts:

  • When a lead mentions your company on social media.
  • When a lead revisits your website.
  • When a lead opens an email or downloads your brochure.

Look Beyond the Lead

When it comes to prospecting, in some cases, direct contact may not be the decision-maker. In fact, in many cases, the decision-maker may ask their associate to do the research before making a purchase. In such cases, you should try to contact their boss - the potential decision-maker - instead of immediate contact. To deal with these situations you can ask the associate if you could include the VP of their department in demos.

Since, technically, the associate may not be part of the decision-making process, you could ask them to share the information with their boss or ask if you could have an appointment with the boss regarding the product.

  • If you’re making a follow-up call or sending a follow-up email to your lead, remember to add value rather than making it sound like a repeated request. For example, instead of asking them whether they got a chance to think over your product offer, tell them how someone in their industry improved productivity using your products.

Follow a Variety of Methods

When prospecting, it’s important to use a wide range of methods to get in touch with your prospects from sending emails to cold calling and interacting with them on social media to keep in touch with them during the sales journey. Moreover, it’s important to know which touch point a particular prospect is more comfortable with. Similarly, try to add some value to each communication with the prospect to build a “need” in their mind about your offerings.

Be aware of the problem of your prospects:

If you want to get the attention of your target audience then you should know what the challenges they are going through are. Then you can provide them the best in class solutions that address the needs and problems of your prospects.

Final Thoughts

Prospecting can seem less daunting for those who use advanced tools with smart approaches. The journey of B2B prospecting is full of exciting challenges including the inevitable highs and lows. However, with a proactive approach and a positive mind, you can evolve into a rock star prospector.

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