Need Help? Talk to Our Experts
A business needs to have a steady stream of buyers to find success. This requires seeking them out actively, but when you do, you need to make sure they’re likely to do business with you long-term.
It all comes down to how you go about prospecting your leads. In this guide, we’ll discuss what B2B sales prospecting is, why it’s crucial to a healthy inbound funnel, ways you can find quality leads, and tons of tools to help you along the way.
In B2B sales prospecting, you find potential business customers and apply strategies that compel them to do business with your company. These businesses may often make large purchases or turn your company into one of their suppliers, ensuring large one-time sales or long-term profits.
Here are some other reasons why B2B marketing is important for business:
Finding potential B2B clients will require practically every resource at your disposal. While there are some obvious places on the Internet where your prospects hang out, you might have to think outside the box to get things done. Here are a few venues where you can begin your search:
LinkedIn is where you can find decision-makers in companies that you are looking to work with. A quick search will easily bring you to the right people, in the right places, and working in the right companies. Additionally, you can reach out to your LinkedIn prospects straight from the platform itself.
When taking this route, it’s important to be creative. Many people look for connections via LinkedIn, so make your sales outreach stand out.
Companies of all sizes understand the value of a solid social media presence, so expect to find them in the likes of Facebook, Twitter, and Instagram. Looking at your prospect’s social media accounts is also a great way to know more about them and how you can approach them for potential partnerships.
Make sure your presence is substantial and that you’re running ads, using retargeting efforts, and utilizing other efforts that will help you grow your business.
Clients who have had a good relationship with your business may refer others to use your services. In fact, referrals can make some of the best customers since those referring them know their needs so well. Alternatively, they can point these businesses in your direction and directly help you generate some great B2B sales.
To achieve this, it’s crucial that your efforts don’t lag after you’ve secured a new client. Your customer support and management need to be stellar, so you can create a great customer experience to encourage referrals.
Valuable content like high-quality blog posts, whitepapers, guest posts, videos, and webinars are great for attracting an audience and generating leads. Interested parties might contact you if your content made them interested in what you offer. You can also automate the inbound prospecting process with an email marketing automation tool, like Benchmark Email. Most of these tools also allow you to set up opt-in forms that integrate seamlessly with your favorite autoresponder.
Perhaps the easiest way to find B2B prospects is through the use of lead prospecting tools.
The step that follows prospecting is outreach, and you are likely going to do some cold calling or a cold emailing approach. As such, you will need contact information that includes your prospect’s phone numbers and email addresses. Here are a few ways to get your prospect’s contact details:
It is not impossible to find the contact information of a company’s point person right on the Internet. Consider the following:
Alternatively, you can make use of contact search tools. Here are some that you might just find worth the investment:
There are two common ways through which you can reach out to your prospects. You can do this primarily through cold emails or cold calls.
Outbound email is basically sending out unsolicited emails to your prospects. Note that not all cold emails are spam, as most actually provide value to their recipient in an effort to drive conversions.
Your cold emails should be personalized and tailored to your intended recipients. Be sure to address your recipient by name and mention their company. Your message, meanwhile, has to be engaging, brief, and concise. This takes a bit of work, but you can save time by using an email marketing automation software that covers everything from prospecting to sending emails.
Cold calling is basically making unsolicited promotional phone calls. The goal is to offer your prospects something that they may be interested in.
To make a cold call, you must have a well-written script on hand. It should be brief and structured and read in a way that it hooks your prospect to the conversation and facilitates engagement before moving on to the main pitch. Take note, though, that before you make your call, be sure to research your contact and call at their most convenient time.
Social media is a great place to connect with other businesses. Social selling is basically reaching out to your target businesses with your offers through social media.
Here, you need to be on the right platform and have a sizable network that adds to your rapport. You can join niche-specific groups to find decision-makers in businesses that you would like to contact, holding meaningful conversations with them with conversion as your ultimate goal.
In a nutshell, B2B prospecting is finding companies that you want to offer products and services to. It is the first step to growing your business from a B2C venture to an essential player in your niche.
Christian Somcio writes content on interesting topics like SEO and B2B marketing. The top three things he likes are cats, dogs, and coffee, and if you would like a quick chat on any of those topics, feel free to connect with him on LinkedIn.
Refund Policy|Terms & Condition|Blog|Sitemap