If you're struggling to find qualified leads, your prospect list may not be refined enough. Simply creating a prospect list that matches your ideal customer profile carries obvious risks, including wasting time and money.
It's not enough to say, "I need leads in the real estate sector, let's target all the hospitals in France and contact all the CEOs." Such a list is far too broad . Even if you have the best message for LinkedIn and cold emails, you'll get qualified leads with such an imprecise prospecting list.
It is essential to target prospects who:
- They need what you sell,
- They have the budget to buy your product or service
- They are the right decision-makers with purchasing power.
The only way to achieve this is to focus on creating a list of prospects who have a 90% chance of saying yes to your offer.
Unfortunately, many salespeople use the "shoot in all directions and hope to hit something" . They approach everyone, hoping to land a few appointments.
However, this method is risky . That's why we're going to explain how we build highly refined prospect lists, guaranteeing at least one qualified lead per day. You can integrate this strategy into your own prospecting efforts.
Examine the data
Start by analyzing your recent sales data to identify common characteristics among your previous customers. You need to determine what they have in common.
Ask yourself the following questions
- What type of healthcare company has purchased from you (hospitals, clinics, psychologists, veterinarians, health insurance companies, non-profit organizations)?
- What is the size of these companies (number of hospital beds, number of employees, annual revenue)?
- What services do these companies offer (day clinics, psychiatry, emergency services)?
- Where are these companies located (United States, Europe, within 80 kilometers of New York)?
- What departments do they have within their structure (marketing, human resources, nursing directors)?
- What are the titles of the people who made the purchases?
Use data filters
Apply different filters to further refine your prospect list . These filters can include:
- Filters related to people (company size, department size, job title).
- Financial filters (revenue, financing).
- Time filters (company founding date, start-up status).
- Intent data (identifying companies actively seeking to purchase your product or service).
- Hiring data (knowing if they are recruiting for new job titles).
- Social media signals (e.g., the number of followers on platforms like Facebook).
Analyze the events
Identify the "events" related to the companies on your list that you can follow. These events may indicate a potential need or interest in your offering. Here are some examples of events and where to find them:
- Fundraising (Angel.co, Crunchbase).
- Acquisitions (TechCrunch, Angel.co).
- Hiring for new positions (Indeed.com).
- New advertising campaigns (SpyFu.com).
- New hires (LinkedIn Sales Navigator, company websites).
- Entry into new markets (various sources).
- Public holidays and seasons (Google Calendar).
- Company anniversaries (LinkedIn, Whois for the domain acquisition date).
- Featured on platforms like Product Hunt.
- Negative employee reviews (glassdoor.com).
Consider the attributes
Furthermore, attributes refer to the specific characteristics of a company that might make it a good candidate for your product or service . You can find these attributes in various places, such as:
- Company size (LinkedIn, Angel.co, Crunchbase).
- The company's revenue (LinkedIn).
- Office locations (LinkedIn, Google Maps, Yelp, Foursquare).
- CEO longevity (LinkedIn).
- The technologies used (BuiltWith, Datanyze, NerdyData, LinkedIn Sales Navigator).
- Website optimization for mobile devices (NerdyData).
- Advertising expenses (SpyFu.com).
- Social media subscribers (FollowerWonk).
- Website metrics (Alexa, SEMRush).
- Participation in webinars and downloading podcasts (from various sources).
By following these steps, you can build a and refined prospect list . This approach increases the likelihood of finding prospects who genuinely need your product or service and are likely to convert into qualified leads. This process can be time-consuming, but it's worth the effort to maximize your prospecting efforts . Consider it a crucial investment for your business.
By the way, this video is for you if you are looking to optimize your sales approach.
Why is this method crucial?
The method described above is crucial for several reasons. First, it helps you avoid the “shot-in-the-sky” strategy . Targeting all available prospects indiscriminately is inefficient and costly in terms of resources and time. On the other hand, by clearly identifying the characteristics of your previous customers, you can focus your efforts on highly qualified prospects .
Furthermore, this method allows you to maximize your success rate. By targeting companies that have recently experienced specific events, you can connect with them at the opportune moment. For example, a company that has just raised funds might be more open to new investments . Conversely, a company that has recently faced a public relations crisis might have an immediate need for repairs.
Finally, by considering the attributes of the companies, you can ensure that those on your list truly match your target market. For example, if you sell software solutions to large enterprises, it is crucial to target large companies with the necessary budget for your products.
READ ALSO: Customer Prospecting: Definition, Methods and Implementation Steps
Accuracy takes time
Note that this process requires time and resources . Data must be carefully collected, sorted, and analyzed to ensure a prospect list . However, the time investment is worthwhile. A highly refined prospect list can save you time and money in the long run because you're only the most promising prospects . Furthermore, it can significantly improve your conversion rates, ultimately leading to increased sales .
A list tailored to your industry
This approach can be adapted to any industry. The fundamental principles remain the same, whether you work in healthcare, finance, technology, communications agencies, etc. The key is to analyze your data, identify relevant events, and take into account attributes specific to your field.
Every Thursday at 6pm, we offer to answer all your questions about modern prospecting and demonstrate how Magileads can radically transform your Marketing and Sales results.
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