To grow and scale your business, you need to continuously feed your sales pipeline with new qualified leads. Targeted sales prospecting is one of the most effective ways to do this.
With a solid targeted sales prospecting plan, you can create a standardized method for your company to fill its pipeline with solid leads. This is one of the first and most essential steps to preparing your company to reach its goals in the future.
Understanding Targeted Sales Prospecting
Targeted sales prospecting is the first step toward getting new leads into your sales pipeline. It’s the process of identifying new sales targets, adding them to your database, then systematically reaching out to them to push them deeper into your company’s sales pipeline.
How Targeted Sales Prospecting Supports Your Bottom Line
The number of leads your business has to work with is everything. You need a steady stream of new prospects to keep your business growing, and targeted sales prospecting is the way you get those new prospects.
If you’re not performing targeted sales prospecting, then you’re relying on things like your advertisements to bring in new leads and without any direct effort on your end. Ads can help you get more leads for your sales pipeline, but targeted sales prospecting is much more direct.
Tips For Using Targeted Sales Prospecting To Convert More Leads
Start by identifying your ideal customer
Research suggests that up to 50% of your targeting prospects aren’t a good fit for what you sell. That means you’re potentially wasting up to half of the time you spend on targeted sales prospecting.
That’s why it’s important to start by identifying your ideal customer. This involves coming up with a buyer profile for an imaginary consumer or company that would be the ideal fit for what you sell.
For example, if you sell software as a B2B, your ideal customer would be a company with a need for your specific type of software.
Determine the best places to meet your ideal customer
Once you figure out who your ideal customer is, determine where to reach them. This can vary based on what you came up with while brainstorming your ideal customer.
Companies that sell products directly to consumers will likely find their target audience on social media platforms like Instagram and Twitter. But businesses that sell products to other businesses may want to focus more on cold-calling, email marketing, or even paid search marketing channels.
The key here is to zero in on the specific channels your ideal customer uses the most. That way, you can ensure you’re giving yourself the best chance of success while performing target sales prospecting.
Take the time to qualify your leads
Targeted sales prospecting is all about efficiency. There are only so many hours in the day, and you want to make sure you spend those hours speaking to prospects that are most likely to convert.
That’s why it’s always worth taking the time to qualify a lead. You’ll be able to determine whether the prospect should go into your sales pipeline or not.
There are many ways to qualify leads. These range from complex systems to simple questions that you ask yourself about a new prospect.
Here are some options you can use to qualify a lead:
- Create a lead scoring system and assign a numerical score to each prospect
- Use LeadLander to validate interest from cold calls and emails
- Determine whether the prospect fits with your ideal customer profile
- Make sure that the prospect can pay for your service and has the authority to make a purchasing decision
Send personalized emails instead of automated ones
Research from the Rain Group suggests that 80% of buyers prefer to be contacted by email. So if you want to fill your sales pipeline with new leads, cold emailing should be part of your strategy.
But too many salespeople use basic automated emails when they should be using a more personalized touch. The numbers speak for themselves: personalized emails have a 26% higher open rate than automated ones. That’s a huge delta that could be the difference between filling your sales pipeline or leaving it empty.
To successfully send personalized emails, you need to first understand who your prospect is and what they care about. With that information, you can speak directly to the prospect’s unique pain point or goal within the first few lines of the email.
When you speak to a prospect directly, you significantly increase the chances of earning their attention and eventually their business.
Develop a reputation as a go-to source for industry information
Prospects that fit your ideal customer profile fit because they’re interested in and engaged with topics your company specializes in. You can leverage that to improve your targeted sales prospecting by developing a reputation as a source of valuable information in the industry.
Let’s say you work in digital marketing. Your goal could be to develop a reputation as a thought leader in your particular niche. The easiest way to develop a reputation like this is via social media. Publish blog posts, statistics, studies, and other information your leads will find valuable. With practice and dedication, you’ll slowly build a following. Then, once you have people looking to you for your insights, make the most of utilizing those connections as future leads.
Consider partnering with sales development reps
Sometimes the process of tracking down new prospects, qualifying leads, and getting prospects into your sales pipeline can feel overwhelming. Or maybe you just genuinely don’t have enough time to perform targeted sales prospecting in the right way. If this is the case, you may want to consider working with sales development reps (SDRs). These external sales agents partner with companies looking for extra help with their outbound sales.
SDRs are experts at discovering new prospects and getting them into your sales pipeline – and that’s exactly what targeted sales prospecting is all about.
So if you feel like you’re not able to excel with targeted sales prospecting with your in-house sales staff, consider looking outside of your company for support.
Don’t give up too soon
Prospecting for new leads is a tough job. It requires you to consistently reach out to people who haven’t already expressed an interest in your company’s products or services. The reality is, most of the people you speak with won’t convert to customers.
You may have to reach out to a prospect multiple times, and if you give up on a prospect too soon, you could lose a valuable opportunity for your business before it has time to materialize.
So regardless of which targeted sales prospecting strategies you end up using, make sure that you give them time to work on a prospect before crossing them off of your list.
LeadLander Makes Targeted Sales Prospecting A Breeze
One of the most important parts of targeted sales prospecting is validating the interest of your prospects.
LeadLander provides real-time alerts when new and returning leads visit your website. We’ll also tell you how each lead is interacting with your website so you know which of your products or services they care most about. This can be hugely beneficial to your entire sales process.
LeadLander also identifies undiscovered leads visiting your website. That makes our platform a great supplementary tool in your quest to find new leads to fill your pipeline.
For both of these reasons (and several more), LeadLander is a great way to get more out of your sales prospecting process. You can try LeadLander for free by visiting our website and signing up for a 14-day trial.