This is something that most salespeople don’t grasp: Targeted prospecting involves more than just a strategy. Continue reading to find out more about the target market.

Spray-and-spray sales prospecting is not a good idea.

Targeted prospecting is key to a successful campaign.

This is the biggest misconception that most salespeople do not understand: Targeted Prospecting is more than a tool you can use to increase your sales. It is an entire approach.

Sales teams can become too stretched when trying to close deals with prospects that aren’t the right customers.

This is a good thing. There is an even better way.

It is not enough to simply state, “Your prospects need to be targeted.” To make this happen, you must have a system.

If you want to know more about the process clients use to close deals, take a look at this. Leadfeeder is available for free to target prospects for the next 14 days.

Segment Your Top Customers to Find Your Best Prospects

Targeting and Personalization

Marketers spend a lot of time acquiring new customers. However, few marketers take the time to think about who they want to attract from our existing client base.

Your marketing budget may be more focused on new customers than your existing customers. Segmenting your customers will allow you to identify the most profitable customers, which customers are loyal, and who can help you expand your services. Segmentation allows you to identify the clients who are not paying their bills and helps you identify the root cause.

You’re more likely to attract large corporate clients who have significant budgets than small, price-conscious SMBs if you’re a B2B firm. There may be different sales teams for small, medium, and large businesses. You could also have different pricing for new clients.

Pre-teens and moms have different needs. Consumer organizations know this and can adapt their marketing strategies accordingly. Identify sub-segments for each consumer group.

These four simple steps will help you find the right prospects among your existing clients.

1. You must first identify your top customers to find the best customers.

The first step to acquiring the right prospects is knowing who your key clients are. Your most loyal clients will stay with you for many years, help spread the word, and grow your business. The best prospects are those who have the characteristics or personas of your core customers.

Identifying the best prospects and customers is possible, but it will vary from one firm to the next. Dialpad is a good example. It has a deep understanding of the basic traits that make up its consumer’s personas.

They also know that top customer are more likely than others to share their positive experiences via social media. Therefore, they target potential customers with the same personality traits and interests as their core customers.

They should look for customers who are known for praising their products or services on social media and review sites.

This new knowledge is then paired with data from exploratory queries, onboarding materials, and third-party resources. Those who use Google Apps are, for instance, considered during the verification process for new customers.

2. Calculating the value of a customer

When compiling a list of loyal customers, consider the value that each client brings to your company. Profit margin, customer lifetime value, retention rate, and profit margin should all be considered. Additional values like client referrals and collaborative marketing, case studies, and reference for target prospects should also be considered.

Advocacy is as important as lifetime value and profit margin, so don’t forget it. Zuberance recently found that customer advocates are more valuable than average consumers. You can quickly identify potential champions of your business by understanding the characteristics of those who enthusiastically promote your brand.

3. Marketing campaigns that focus on the most important prospects are worth more

To identify your top prospects, you may use the same criteria you used to identify your most loyal customers. It is more than just getting a new customer. Investing in highly profitable, long-term advocates is worth it.

Let’s say your campaign has a limit of $100,000. Consider that core client are twice as expensive as regular customers, but that the profit margin is 15% instead of 10% and that the lifetime revenue is five-fold higher than with a normal client. You can increase profitability by as much as 35 percent by moving your media spending from 50/50 to 80/20.

4. Increase the number of campaigns you run. Focus on the most important prospects

You can identify the most promising prospects by evaluating your clients and determining which advertising methods are most effective in luring them in.

It is possible to go further and set cost-per-opportunity goals for key prospects. Then optimize your ads to attract future customers and supporters. You may target IT decision-makers, but if you find that IT organizations with 100-1,000 employees are more profitable and advocate more, you might increase your cost-per-opportunity goal for the sub-segment at mid-size businesses using Hadoop.

You should be able to see how much you can spend. You can increase your goal cost perchance if your top clients are worth eight times more than a typical client. This is based on your best customer study.

Long-term profitability is not possible without customers. If you can determine how valuable your top customers are to you and how much money you are willing to spend on them, there are times when paying more per customer may be worth it.

On the other side, it is equally important to identify customers most likely to leave your company and to work hard to keep them loyal to your target prospect.

Why focused prospecting is better than traditional sales prospecting

Prospecting is the hardest part of selling for 40% of all sales professionals. Why is this?

The most popular strategy for B2B sales is to reach as many people as possible.

Step 1 – Get a clear picture of your target prospects

It is believed that the more you talk to people, the more clients will you close.

This means that time spent getting to know bad prospects is time you can spend on better ones.

Sales targeting allows you to spend more time on clients most likely to buy.

Targeted prospecting offers many additional benefits, including:

You can spend more time with each applicant and get to know them better. This allows you to provide a more personalized experience.

Concentrating on high-value prospects means fewer prospects with lower closing rates.

If you do a better job prospecting, your customers will stay longer. Prospective clients who feel valued and important from the beginning reduce the likelihood of churning.

Targeted prospecting allows you to learn more about customers’ wants and needs, making it easier to cross-sell and upsell.

Focused prospecting may result in a more efficient, and therefore more scalable, sales process.

How to find new customers

To build a focused prospecting strategy, you must first understand the basics. It is about contacting the right people at a right time and on the appropriate channel. And knowing exactly what to say to make communication successful. This guide will show you how to create a customer-centric prospecting process.

Make a list of people you wish to reach out to.

How do you attract new customers? They’re in the right industry or have the right annual revenue. It is possible they could have the right title.

A generic description of a person is not enough to know anything about them.

Prospects of businesses are more important than ever and must be understood by salespeople. Without context, your message is useless.

What steps can you take to improve your qualification process? This can be done in a variety of ways:

Talk to your customer service representative about the traits that make loyal customers.

Prospecting should be your primary focus, not lead generation.

Concentrate on one thing at a time.

To learn more about potential customers, you can use a sales prospecting tool.

Based on the type of message your target audience responds best to, create one or several prospect personas.

A stronger qualification process means that sales professionals will only contact those who are most likely to benefit from your product.

This will allow you to spend more time on your sales strategy than trying to appeal to 10,000 customers with one strategy.

Step 2 – Start with a narrower list of potential customers

Prospecting theory states that the bigger your list of potential customers, the more you will close sales.

If you have a large, but less qualified list of customers, your messages will be more targeted. You may not be able to speak to 100 potential customers if you have 10,000. With a bigger list of 250 potential customers, your chances of speaking with half of them will be greater and you can convert them.

Don’t waste time trying to convince prospects that they are not a good match. Instead, concentrate your efforts on the ones who are.

There are several ways to get a more targeted list of customers.

1. Collaborate with brands that complement each other

Step one is to have an idea of the brands your prospects might be interested in working for. This knowledge can be used to collaborate with companies from the same industry to gain access to potential customers.

2. Organise and take part in events

Conference attendees are often qualified in some way for your company. Because you are familiar with their hobbies and business, you can meet potential clients at conferences. Sponsoring relevant conferences is a great way for you to reach out to them and provide full access to materials and contact information.

Instead of attending conferences in person, consider hosting a webinar or sponsoring one online.

3. Use a sales prospecting tool

Leadfeeder and other tools can be used to help you find sales prospects.

Potential customers’ online behavior can be monitored in many ways.

Which sections are most popular on your website?

How long will they be there?

Did you see an increase in visits to the firm after your presentation?

Step 3 – Build your sales prospecting strategy around your customers

Sales processes tend to be focused on converting prospects into sales, and meeting certain KPIs.

One common belief is that “I just need to complete so many tasks today and then I’ll be done for the day.” For example, you might:

Today, send an email to “X” prospective customers.

Every day, make a ‘Y’ number of phone calls.

There are Z demonstrations in this book.

This can lead to a forced and artificial message that doesn’t convert when it is used as the foundation for your prospecting approach.

These processes are not designed to meet customers at their point in the buying process. They’re designed to help them make a decision.

Prospects might feel pressured by you to help them overcome obstacles.

It is better to be holistic and build the sales process around potential customers’ natural behaviors.

Prospects’ qualifications don’t matter as much as what they do.

You can increase your chances by understanding the context in which potential customers are interested in what you offer. To get the best results from your prospecting strategy, your sales team must know how and when to reach potential customers.

Step 4 – Reject generic outreach

CTAs are long messages that end with “Does it relate to you?” We are all too familiar with them.

It is impossible to send the same message to over 10,000 people.

Prospecting should be targeted to drive SDRs to the right message and CTA for decision-makers.

This is when candidates are qualified based more on their general attributes than their experiences or actions.

It is easy to identify your prospects’ needs and problems when they behave on your site or in other data.

You have already spent the effort to get to know your prospects personally and narrowed your contact list to only those who need to hear from your company.

Clear communication is key to convincing people to do what you want.

Final Ideas for Sales Prospecting

Although sales prospecting is not based on praying and spraying doesn’t work, there are many gray areas between traditional prospecting and a focused, comprehensive prospecting plan that works.

If your sales process is in the middle range, follow these recommendations. Use customer behavior and not sales rep data to create a more powerful prospecting strategy.

Your future will be better as a result.