Techniques To Quickly Find Viable Prospects

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The evolution of online networking and social media platforms has made prospecting easier than ever. In just seconds, you can generate lists of thousands of leads for your sales team to qualify.

LinkedIn

LinkedIn is the natural starting point for your online prospecting efforts. With Sales Navigator, you can easily search for leads based on finely tuned search criteria and save them to lists to follow up on later. Sales Navigator will also recommend leads based on your prospecting activity. It’s an easy way to rapidly spin up a long list of potential prospects.

Find relevant groups, and you’ll instantly be connected with professional communities where you can connect with others in your industry. They’re the perfect place to help others, build your authority, and position yourself as a useful resource.

Crunchbase

If you’re in a tech-related vertical, this is another powerful database that’s tailor-made for finding your ideal prospects. You can search companies in the tech space according to a wide range of criteria, including the company’s financials, its current tech stack, and overall industry authority. You will also get real-time alerts, so you can send event-based outreach to prospects when there’s relevant company news.

Twitter

Many sales professionals don’t even consider Twitter as a prospecting tool and they’re missing out because it’s one of the most powerful prospecting tools at your disposal. Not only can you find your ideal contacts, but you can also see a more personal side of them that they might not share on more professional platforms like LinkedIn.

And best of all, you can reach out and start conversations right away with direct messages. The best place to start is Twitter’s Advanced Search. For example, if you’re selling a tool that makes it easy for marketing teams to repurpose content, you’d likely want to reach marketing team leaders.

Thought Leadership

At the most basic level, you’ll want to work with your marketing team to ensure that your brand is putting out consistent, helpful content on the regular. But you can help raise your sales performance by building your own profile as a thought leader.

Start by identifying the places your audience usually hangs out online. LinkedIn is an especially common place to find B2B buyers, but they might be in Reddit forums, Slack groups, or other online communities. Once you’ve found your target buyers, the key is to regularly show up as an authority. For example, regularly posting on LinkedIn is a great way to showcase your domain expertise.

Referrals

If you’re not asking for referrals, you’re missing out on an enormous opportunity to fill your sales pipeline. Past and current satisfied customers are your best referral source. If you don’t have a system in place already, make sure you establish a process to reach out to your customers periodically with a referral request.

While it doesn’t have to be complicated, timing is critical to reaching out when you know your customer is likely to refer you. Remember, referrals can also come during the sales process. If you determine that a prospect isn’t ready to move forward or isn’t a good fit, make a point to ask for referrals. Even if they’re not a great fit, they may have other colleagues they’d be happy to refer you to. A strong prospecting process is the foundation of a thriving sales team.

Having a reliable pipeline of strong prospects makes it much easier to crush your sales goals, month after month. If you’re not prospecting on the regular, start by making it a consistent part of your day. Build a habit of researching, qualifying, and prioritizing leads, and you’ll soon be filling your calendar with sales meetings.

Once your basic process is in place, you can build on it. Experiment with new ways to connect with prospects, refine your lead scoring system, and always look for ways to improve. Together with strong outreach and follow-up, a great prospecting process will transform your sales results — and your career.