There are only two things that stand between you and your potential customers. And one of those things is sales research. We are going to talk about the most complex part of getting your business, its new customers about finding them. So, let’s imagine that you’re running a software business and you are not sure in terms of where to start, getting your business, and your customers. There are some unique tips on how to find prospects that are a good fit.
Try to remember how many emails you sent this time every week. Try to remember how many LinkedIn messages you get a never respond to and how many phones calls you don’t want to pick up. And even if you pick them up, you want to hang out as fast as possible, why? Because the conversation is totally irrelevant. Aunt and you see no value in participating. What can the sales rep do about the unit at the student’s email or, not, pick up the phone? There are two superpowers that would technically solve.
Issue one is to be able to convince each and every prospect that your solution is exactly what they’re looking for, no matter who they are, where they are, and what their business does. And the second one is to find prospects that are interested in your solution right now. Fortunately, there are four simple steps to find prospects that are interested in your platform or service.
Four Steps To Find Perfect Prospects
#1 Gerenalize the ICP.
Since the first step is creating the generalized ICP (ideal customer profile). This step is the simplest one and it is designed for you to have a general idea about who your ideal customer is. You have to add super, super broad criteria like you can work with businesses from 2004; he’s in North America, Europe, etc. Just for you to filter out prospects that are not going to work with you and you are not going to work with them under any circumstances. So that’s the first step you have to create the general space for your team to have something to work with.
#2 Segment the ICP.
The second step is to segment the ideal customer profile by niche, problems, or use case. Your prospects are going to have your software for a platform. So as for now, presumably have a generalized, CPU, where you have thousands and thousands of potential best hit customers, but you are not able to reach out to them because you don’t have a single value proposition for all of them. Call center platforms are being used by support teams by sales teams, sale software is being used by sales teams but also by marketing teams, and all of them have different use cases. So what do you want to do? Do you want to focus on one use case or one segment of your platform or service to create a single value proposition? In order to do that the best thing is to interview your clients. If you don’t have any clients or you have a very limited number of clients of these very specific use cases.
#3 Use your platform.
What you want to do is you want to do market research, use Google, and no Magic Bullets. Here, just find all the information, you can to presume the ideal use case for your platform. Usually, ideal use cases are tied to a higher value or higher revenues, your team is going to get your main goal in terms of Vincenzo’s Prospect to get to the point where you have a segment with anywhere between 100 to 500 companies so that all those companies have a single use case, a single problem, or a single decision-making process. Because the next step for us would be to find the right decision-makers. This step is not as important as the previous one, but it’s super important for you to get the initial conversation because you have to identify who’s the ideal decision-maker for buying your product or software. So there’s the best fit for any kind of campaign. As soon as you see that you are able to have a conversation with a prospect, don’t go too Hi and don’t go too low because otherwise, your campaign is not going to be finished.
#4 Generate a list.
The fourth step is pretty straightforward as soon as you formed your general ideal customer profile, informed your segment of that ideal customer profile, and you find decision makers or at least figured out a guideline for you to find perfect fit decision-makers for your product or service. And the next step is pretty much generating a list. So you have to find all the companies that fit your criteria for a list and find all the information that’s important for you. And again that’s based on the type of campaign you are going to run as soon as you’re running the Champion. You need to collect all the information about the prospect false information about the company emails, social media links, and all the additional information that you are going to use as valuable. For example, if it’s important for you to know what kind of software we use, just collect it and added to the list. As soon as it’s important for you to see how many team members have collected this information and add it to the list.
There are four steps you need to go through as soon as you would like to find prospects that are the best fit for your product:
- creating a generalized ideal customer profile;
- segmenting the ICP by niche problem or use case;
- finding decision-makers;
- getting contact information.
These four steps will help you start your campaign and to get your business new customers. Feel free to reach out to us, use the link in the comments or share any information in the comments section as soon as you would like professionals to look into that and maybe help you with your only generation.