Check out 5 foolproof strategies for prospecting B2B clients
Posted: Mon Dec 23, 2024 5:02 am
Do you know how to prospect B2B customers ? Many managers still believe that sending sales representatives on in-person visits is the only way to do this. However, there are several other approaches that guarantee new — and, more importantly, loyal — customers for a business.
In this content, we cover 5 of them (which go beyond the obvious) and present the different types of prospecting available. This way, you can create a personalized and infallible prospecting strategy for your business and customers.
Follow!
What is B2B prospecting?
B2B prospecting is the process of identifying, qualifying, and contacting potential customers for sales. Its goal is to find new people who have the potential to purchase a company’s products or services. B2B prospecting can be done in a variety of ways, including:
online research;
in-person visits;
business events;
customer references;
social media…
But it’s not enough to simply identify vietnamese telegram group potential customers. Salespeople must also qualify them to determine whether they are a good fit for the company .
Why prospect B2B clients?
Obviously, the main reason to prospect for clients is that prospecting helps your industry and distributor find new business opportunities. But that’s not all! When done correctly, it can help you generate qualified leads and close long-term deals .
Smart sales managers don't just attract new people to their business, for example, by using discounts and promotions. This is because they don't risk attracting customers who will have a fleeting relationship with their salespeople. On the contrary: they seek loyal customers who buy repeatedly over long periods . This ensures a healthy cash flow and the consequent development of the business.
Secondly, prospecting helps companies build relationships and constantly learn about the needs and demands of their audience. By sticking with the same customers for too long, the company does not access new things in the market. Consequently, it may end up, for example, with an obsolete product mix or using inefficient communication.
Thirdly, prospecting helps companies stay in the market and ahead of their competitors . After all, investing in steady and continuous growth is essential to success in sales and revenue management.
What are the types of B2B prospecting?
The most common types of B2B prospecting are: active, passive/receptive and hybrid. The best approach among these depends on a series of factors, such as: the size of the company, the market segment and the resources available. However, to make this choice correctly, it is necessary to know each of these types. Check it out!
What is active prospecting?
This is the type of prospecting in which the salesperson goes after the customer . This can be done through cold calling, email marketing, social media, in-person visits or events.
What is passive (or receptive) prospecting?
In this type of prospecting, the customer comes to the salesperson . This can be done through the creation of content (marketing), by creating events or by producing attractive “bait” for the public, such as offering POS consultancy, for example.
What is hybrid prospecting?
Finally, this type combines the two previous methods. In general, this means having teams dedicated to each type of prospecting . For example: while sales representatives seek and nurture relationships using visits, WhatsApp, social media and email, the internal team produces attractive content and receives contacts captured through telesales and B2B e-commerce .
How to Prospect B2B Clients — 5 Tips
Let’s go beyond the basics? Learn how to prospect B2B clients with the help of these 5 really practical tips to use from now on.
1. Create a list of leads
The first step in B2B prospecting is to create a list of leads. In other words, identify the profile of the people the sales team should contact and obtain their contact details. This can happen in very traditional ways, such as through referrals or in-person visits by the sales representative. However, it is also important to consider other alternatives, such as the 3 listed below.
Online research
There are several online research tools dedicated to finding data on companies that are potential customers. They can help you find names, addresses, phone numbers and websites that provide important information for active prospecting. We will provide some examples of tools below.
In this content, we cover 5 of them (which go beyond the obvious) and present the different types of prospecting available. This way, you can create a personalized and infallible prospecting strategy for your business and customers.
Follow!
What is B2B prospecting?
B2B prospecting is the process of identifying, qualifying, and contacting potential customers for sales. Its goal is to find new people who have the potential to purchase a company’s products or services. B2B prospecting can be done in a variety of ways, including:
online research;
in-person visits;
business events;
customer references;
social media…
But it’s not enough to simply identify vietnamese telegram group potential customers. Salespeople must also qualify them to determine whether they are a good fit for the company .
Why prospect B2B clients?
Obviously, the main reason to prospect for clients is that prospecting helps your industry and distributor find new business opportunities. But that’s not all! When done correctly, it can help you generate qualified leads and close long-term deals .
Smart sales managers don't just attract new people to their business, for example, by using discounts and promotions. This is because they don't risk attracting customers who will have a fleeting relationship with their salespeople. On the contrary: they seek loyal customers who buy repeatedly over long periods . This ensures a healthy cash flow and the consequent development of the business.
Secondly, prospecting helps companies build relationships and constantly learn about the needs and demands of their audience. By sticking with the same customers for too long, the company does not access new things in the market. Consequently, it may end up, for example, with an obsolete product mix or using inefficient communication.
Thirdly, prospecting helps companies stay in the market and ahead of their competitors . After all, investing in steady and continuous growth is essential to success in sales and revenue management.
What are the types of B2B prospecting?
The most common types of B2B prospecting are: active, passive/receptive and hybrid. The best approach among these depends on a series of factors, such as: the size of the company, the market segment and the resources available. However, to make this choice correctly, it is necessary to know each of these types. Check it out!
What is active prospecting?
This is the type of prospecting in which the salesperson goes after the customer . This can be done through cold calling, email marketing, social media, in-person visits or events.
What is passive (or receptive) prospecting?
In this type of prospecting, the customer comes to the salesperson . This can be done through the creation of content (marketing), by creating events or by producing attractive “bait” for the public, such as offering POS consultancy, for example.
What is hybrid prospecting?
Finally, this type combines the two previous methods. In general, this means having teams dedicated to each type of prospecting . For example: while sales representatives seek and nurture relationships using visits, WhatsApp, social media and email, the internal team produces attractive content and receives contacts captured through telesales and B2B e-commerce .
How to Prospect B2B Clients — 5 Tips
Let’s go beyond the basics? Learn how to prospect B2B clients with the help of these 5 really practical tips to use from now on.
1. Create a list of leads
The first step in B2B prospecting is to create a list of leads. In other words, identify the profile of the people the sales team should contact and obtain their contact details. This can happen in very traditional ways, such as through referrals or in-person visits by the sales representative. However, it is also important to consider other alternatives, such as the 3 listed below.
Online research
There are several online research tools dedicated to finding data on companies that are potential customers. They can help you find names, addresses, phone numbers and websites that provide important information for active prospecting. We will provide some examples of tools below.