B2B Prospecting: How to Find Professional Clients?
How to prospect professionals?
To develop, companies try to be visible, prospect customers , develop alliances and have results imperatives.
The challenge is to interest professionals in your products and services, and then convert them into customers. With digitalization, prospecting methods have diversified and therefore require broader skills.
Professional prospecting can be done both through traditional means and via the Internet. And this also has its advantages, since well-prepared and skilful prospecting saves you time while increasing your turnover and improving your business relationships.
What is a B2B lead?
Business prospecting is the process of finding new customers. This involves identifying the right people and making them aware of their needs, building trust by developing your company's brand image, and when your prospect is hot, introducing them to your products or services and explaining the benefits.
Business to Business differs from Business to Customer (BtoC) in that BtoB is aimed denmark whatsapp number data at professional customers. In concrete terms, therefore, it is generally aimed at a decision-maker or a group of people who can influence the purchasing decision: the director, his management team and any staff in charge of orders.
To be successful in B2B, it is important to know the different prospecting levers:
and advertising inserts, TV and radio spots, banners, Google Adwords, social ads…
Free advertising: friends' blogs, press, influencers...
Discussion with professionals: social media and word of mouth…
Presenting the offer yourself: your website, quality content on your blog, direct contact with your salespeople…
The goal is to detect and qualify your leads, then convert your prospects into customers. You retain your existing customers by offering them upsells.
The 6 effective methods of prospecting in BTOB
1. Telephone
The phone is intrusive, but you are 9 times more likely to convert a lead if you contact them within 5 minutes of their request ( InsideSales ). The secret to the phone is responsiveness – it’s up to you to use it at the right time.
Communication is prepared upstream thanks to the sales prospecting form, which gathers key information about your potential client. This way, you can sharpen your arguments and convince the secretary to let you contact the right person.