Sales is always changing. Sure, the concept remains the same – qualify leads and close deals – but the actual methodology and process is in a constant state of evolution.
Today’s ideal B2B sales prospecting method looks different than what worked in the past. Today, most buyers are more than 60% of the way towards making a decision by the time they contact a vendor at all.
This means that when a prospect reaches out to you, they’ve already investigated your brand and your offerings. Which means they know more about you than you do about them.
A High-Impact B2B Sales Prospecting Method for 2019
1 – Find the Best Prospects
The first step to successful sales prospecting is to find the right leads – the ones that are clearly interested in what you offer and can benefit from it.
You’re probably thinking “Wait, isn’t that the whole idea? Why just step 1?”
The answer is that finding a pool of great leads is a strong start, but not the whole journey.
One of the best places to get high-quality leads is your website. Makes sense, right? People on your website are there for a reason, and if they’re looking at your products and pricing it’s because they’re interested.
Unfortunately, for the average website, only about 2% of traffic ever converts. That’s a whole lot of missed opportunities there.
This is where Clickback WEB comes in extremely handy for B2B prospecting. Clickback WEB identifies businesses that visit your site and gives you detailed information about them, such as industry, size and annual revenue.
It also identifies and gives you accurate contact information for decision makers at those companies, such as department managers, CEOs, etc.
It’s a powerful prospecting tool that turns missed opportunities into warm leads. Give it a shot with a 14-day free trial.
2 – Do Your Homework
Once you’ve got a nice list of prospects, it’s time to learn more about them. At this point, you have a few things to determine.
- Which of these prospects are a good fit?
- Which of them is the most valuable to me?
- Where are my opportunities for building a connection?
Your ultimate goal here is to have a qualified, prioritized list of prospects, each with notes on how to connect with them.
This gives you a list to work down and a starting point for outreach.
For particularly high-priority prospects, add in an extra layer of research. Learn even more – visit their social media pages, their blog, educate yourself more about their company. Information is the best tool in your kit.
3 – Reach Out
Armed with a list of leads and information about each of them, you can confidently reach out. How you do this is very dependent on your own context, but here are some quick general tips:
- Personalize as much as you can. If you’re reaching out directly to one prospect, address them directly and make sure that it’s very clear that you’re reaching out to them in particular. Address a specific problem they’re having, for example.
- Stay on target and be concise. Offer them real value – like a solution to that problem you addressed in the previous point.
- Be friendly and sound human. Nobody likes overly stiff, formal communication. Inject some of your personality into your message.
If you find you’re having trouble with crafting a message that doesn’t just feel like you’re selling them something, don’t think of it as selling.
Instead, think of your message as trying to determine if there would be value and benefit in a mutual relationship.
Remember, you don’t need to make your sales pitch in your first email. In fact, it’s often better to initially reach out and open a conversation. Gently nurture your prospects towards a purchase by building up a relationship with them.
The foundation of a high-impact sales prospecting process is being able to identify and capture high-value leads. Researching and nurturing those leads towards a purchase is much easier if you know that they’re interested in your offer.
Clickback WEB’s detailed company and contact information is the ideal springboard for adding top-notch leads into your pipeline.