A well-organized B2B prospecting campaign with quality data makes the work of prospecting NEW customers very advantageous for any company that wants to grow exponentially.
Why B2B prospecting?
Nowadays, with several strategies emerging in the sales process, we can see that opening new businesses is becoming increasingly easier.
However, some companies believe that inbound leads alone france business email list are enough to meet the needs of their sales team. However, these leads that come through content offered on the website are contacts of people who may not yet be ready to buy and may not have the ideal profile that companies expect as future customers.
Companies that invest in active prospecting as their main sales strategy have a great chance of reaching the ideal customer profile .
The first step is to define an ICP (ideal customer profile ) based on your current customer base to start prospecting similar profiles. This profile analysis can be done through phone calls or by applying questionnaires with questions that will actually help you profile your customer.
Once you have defined your ideal customer, it will be very easy to target your outbound campaigns. What type of company to target, who is an influencer, who is a decision maker, etc.
According to Aaron Ross, in the book “Predictable Revenue”, the biggest difficulty in the B2B prospecting process is where to find your ideal customer and get in touch with the decision maker.
Most of the cases that come to us here at Econodata are from sales teams that spend most of their time looking for that “right person”. This step is very laborious, as it involves searching for new customers, needing to search website by website on the internet, contact by contact and validating information.
Imagine spending most of a salesperson's time on manual tasks, searching for leads on the internet, calling numbers that may not even be the correct ones, creating lists, etc. The salesperson's time must be well spent doing what they do best: SELLING.
Prospecting in practice
Actively prospecting for new customers is recommended for businesses with medium to high ticket prices and is very advantageous because it allows you to reach customer levels that would not be so easy to reach through free content.
In B2B businesses, where the purchasing process is much more bureaucratic, it is not easy to reach the decision-maker. Our customers say that the best way to contact a potential customer is by phone, using the famous cold calling.
Cold calling is different from telemarketing, it is much more consultative with the goal of really understanding where the product/service offered would fit into the customer's current scenario. It is a longer call with higher quality and focused on the lead's “pain”.
The successor to Cold Calling is the new Cold Call 2.0, which proposes contact primarily via email, called cold email, with a proposal that is very different from email marketing, as it is not mass communication, but rather more personal and informal contact.
By clicking here you can read the entire step-by-step process of Cold Call 2.0.
Advantages of B2B prospecting:
Invest in prospecting and you won’t regret it. Wait for the results!
Predictable revenue:
Anyone who has read the book “Predictable Revenue” by Aaron Ross will have noticed that the more you invest in prospecting, the more contracts you close in less time. It literally works like a “sales machine”.
By analyzing response, conversion and ROI rates, it is possible to easily predict how much should be invested in prospecting tools and how much time the sales team should focus on this initial service to close “X” contracts in a given period. In other words, the more prospects are contacted by the pre-sales team and the better the quality of this service, the more contracts will be closed.
Find your ideal clients
One of the differences between inbound and outbound is that inbound does not allow you to choose the leads you want as future customers. Inbound is used more to attract leads at the top of the funnel, who are not yet ready to buy but are interested in the content on your website.
In Outbound, when actively prospecting new customers, it is possible, based on the definition of the ICP (ideal customer profile), to search for similar profiles to create lists with the right contacts and start the prospecting campaign.