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3 Tips on How To Build A Highly Targeted Prospect List

The road to landing a good old fashioned sale can be long and tiring. Ideally, as a salesperson, you’d rather wrap the sale up as soon as possible – hassle free. Furthermore, it’s important that as a sales professional you not only know your target market but the also, the product you’re selling. Understand your target audiences needs and construct a plan around how you can convince them to buy into your solution/product.

Time is money for anyone working in sales, so it’s important to make the best use of your time. Selling is by no means the same as it was 20 years ago where things were a lot more laboured and paper heavy. The wonders of technology have allowed salespeople to work at a faster rate, which also quickens the selling process. The selling process has evolved and with this newfound evolution, new methods and techniques are shaking up the sales industry. Let’s take a closer look at how you can build a list of prospects that will ultimately become customers.

 

1. Know who you’re selling to

Like we mentioned above, knowing your audience and your target customers is hugely important during the sales process. Take time to research important account details. Never underestimate the power of research. Find out how many employees the company has and see if it lies within your geographical demographic.

Another excellent way of prospecting your customers is by utilising the power of Boolean. Start by building a list of your customer personas. Use your Boolean search knowledge to either build yourself or use the Sourcehub tool, to identify target decision-makers within those companies. Your aim is to pinpoint exactly who you want to reach out to, and qualify them:

  • What about them makes them an instant yes?
  • What would make them a no?
  • Fine-tune your BD list, as well as your Boolean searches which identify these prospects as you go along.

2. Expand Your Search

Lots of companies have strange ways of describing their employees. This can at times variations of who you’re looking for. People do not describe themselves in the same way others do, so put on your thinking cap and consider how your target customer would write their job title.

For example, a Head of IT might call themselves Chief Information Officer, or a Chief Technology Officer, a Vice President of IT, the President of IT, the SVP of IT, the IT Director, Director of IT, Head of Network Security, and many more variations. These jobs fit our persona, but the search engine doesn’t search for these people unless we tell it to. Once you’ve fine-tuned your search you can add them to your detailed prospect list.

Most job titles are made up of two parts: the Seniority Level, and their function. In this case, we have 1) Head, and 2) IT.

Each has their own synonym, so let’s break them down into two separate requirements: Head & IT

What synonyms might we consider for Head?

(Head OR Director OR svp OR vice OR president OR vp OR dir OR cto OR cio OR chief)

What synonyms might we consider for IT?

(IT OR Technology OR information)

So this is now our search for Heads of IT:

(Head OR Director OR svp OR vice OR president OR vp OR dir OR cto OR cio OR chief)

(IT OR Technology OR information)

Copy and paste both sets of brackets for our job title into the Title search in LinkedIn search, and our company keywords will go into the Company field in the LinkedIn search. Remember to change the status of each of these fields to Current.

3. Leverage your LinkedIn Account

Having a LinkedIn account is an essential tool for every sales professional. The top salespeople use LinkedIn to sell more. With the use of LinkedIn, you can reach out to your network and establish new working relationships. Ensure your LinkedIn profile looks professional and every fine detail has been filled. Check out this blog post here for tips. With LinkedIn, you can analyse your prospects backgrounds, and utilise that information when approaching them.

Use the LinkedIn advanced search option and customise your search. Quickly discover prospects and develop new leads. When you reach out to your prospect, make sure to personalise your message. Again, this humanises your whole approach. Don’t connect with a prospect simply just to pitch your product. You’ll only end up becoming a sales spammer. Learn more about your prospects problems so you can offer them solutions. In return, you’ll start to reel in a steady stream of quality prospects.

 

Can you take some inspiration from this and apply it to your organisation? If you feel like you need more information, why not contact the SocialTalent team and find out how you can turn your sales team into a deal-hunting machine!

 

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