Picture this: It’s 9:00 am on a Monday. You're clutching a strong cup of coffee, the one that's practically an extension of your arm, and you're ready to set the B2B sales world on fire. Then it dawns on you...to ignite those sales figures, you've got to master one key thing—prospecting! This is how you find not just leads—but golden geese. Ready to take a magical journey through the land of B2B prospecting?
What is B2B prospecting?
B2B prospecting is when you (a hip, happenin’ business) seek out new customers (other equally happenin' businesses). It's the first step in the sales process, y'know, before you roll out the red carpet with your unbeatable offers and thousand-watt smile. By now you must be asking, “But why, oh wise writer, is this prospecting thing so critical?” Read on, my curious friend.
Why is B2B prospecting important?
Think of prospecting like it's the breakfast of sales champions—the most important meal of your workday. Just as a hearty breakfast gives you that turbocharge to nail your morning workout, effective prospecting sets the tone for the success of all your B2B outbound sales. Imagine yourself darting around blindly in a massive grocery store, with no idea where the goodies are stashed. Scary? Well, that's the B2B sales world without prospecting.
See, not every business out there needs your product. Prospecting helps you target those who do, making the sales process more efficient and effective. But sticking with traditional, cookie-cutter B2B prospecting strategies is as outdated as your grandpa's flip phone. Get with the times and embrace these modern approaches, will you?
B2B prospecting strategies
These aren't your dad's B2B prospecting strategies. (What did they even do in 1970? Start dialing phone numbers in the phone book?) These are the new tools for this century, tested and endorsed by the top salespeople at companies like HubSpot, Salesforce, IBM, Amazon, Microsoft, and more. Let’s jump in.
1. Warm up the leads with referrals
Warming up your B2B leads is a strategy no less crucial than bundling up in front of a crackling fire. So how do you set the stage? Referrals. It's like dropping that famous name at the party entrance and sailing right through.
When Jane, a loyal customer of yours, tells her friend Mark about how fantastic your project management software is, you're no longer another salesperson trying to sell to Mark. You're now the much-raved-about hero who helped Jane meet her deadlines effortlessly. As simple as it may sound, this strategy requires exceptional customer service and building strong relationships with your existing clients. So, chat them up, spark a laugh, drop a compliment. Make them your company’s ambassadors.
2. Leverage LinkedIn
Sure, LinkedIn is that flashy platform where you flaunt your achievements, but the real goldmine lies in its networking opportunities. It's teeming with B2B prospects who have their roles, companies, and even some business challenges plastered right up there for you.
But if you blast messages like, "HEY {{FirstName}}, CHECK OUT MY PRODUCT," you're spamming, not prospecting. LinkedIn B2B prospecting is all about building genuine relationships. Instead of jumping straight to sale, try warming up your prospects. Comment on their posts, engage in a discussion, compliment their achievements. Blend in first and then drop that soft pitch.
Don’t know what to say? We got you covered—check out the top 10 LinkedIn message templates for prospecting and cold outreach.
3. Master the art of storytelling
Remember how grandma used to whisk you away to a far-off land full of trolls and wizards with just her stories? Those were the days! Why not take a leaf from grandma’s book (or should I say story) and captivate your prospects with your business tales?
Storytelling goes beyond listing your business perks one by one like ready ingredients. Instead, it weaves a narrative around your brand while putting your prospects in the leading role. Instead of saying, “Our AI software can automate your emails,” you can say, “Imagine ending your workday at 5 pm. Sounds too good to be true? With our AI software handling your emails, it's a reality.”
The picture is clear and engaging. The prospect leaves with a transformative dream and you? You become their solution. It's a simple tweak in your pitch, yet one that can drive home the sale.
B2B prospecting methods
I know what you're thinking: "These strategies sound super cool, but how the heck do I put them into action?" Fair enough. Here's where I unroll the roadmap and we dive into the nitty-gritty of the most popular and productive B2B prospecting methods. Grab a notepad, folks!
Email still rules
Did you know that 80% of people prefer sales reps to contact them via email? Despite rumors of email's demise, it's still very much the heartthrob of the B2B sales world.
However, the key to your email success lies in its craft — a beautifully woven, personalized narrative that answers the ‘why should I care?’ question right off the bat. Ask yourself, "Would I respond to this if it popped into MY inbox?" If the answer is a resounding no, well, back to the drafting board you go!
Your email should speak to the recipient, not just at them. Merge fields are great tools to tailor your email. "Hey, {Insert Name}" has evolved into something like, "Hey Lisa, loved your latest blog post on AI in retail. Intriguing points there! It got me thinking about our product and how it could streamline your inventory..." Remember, your email isn’t a one-way alley. It’s a conversation starter.
Pro tip: Follow-up email templates can do wonders! A no-response doesn’t always mean disinterest. Your prospect may have missed the first one or just forgot to respond. A gentle nudge can bring your initial email back to their attention.
Social selling
Fact: Social media isn’t just for sharing cute cat videos and showing off your avocado toast (though we love both, tbh). It's a bustling market where businesses meet businesses, and conversations lead to contracts.
Effective social selling isn’t about carpet-bombing the feed with sales pitches. Instead, it's about adding value. Share helpful content that speaks to your prospect's pain points. Engage in relevant conversations and present yourself as an industry thought-leader, not a sales hound. Isn't it better when your prospects come knocking on your door, eager to learn more about what your business offers?
Different platforms cater to different audience types. LinkedIn could be the hangout spot for your B2B prospects, while Instagram could be more enticing for a younger crowd. That's where knowing your audience comes into play. Once you figure that out, you can tailor your social selling strategy accordingly.
Attend events and trade shows
Oh, the good old smell of a trade show floor. Nothing beats the ambiance of a buzzing event where businesses are keen to share and learn. The digital world, despite all its glitz, still can't replace the raw authenticity of a face-to-face interaction.
Attending industry events and trade shows can be gold mines for B2B lead prospecting. Here, you can talk directly to the decision-makers without gatekeepers standing guard. It’s also a great opportunity to learn firsthand about the challenges your prospects face and present your solution with a tailored pitch.
Sure, you can stick around your booth and hope that someone approaches you, or you can step out, navigate the crowd, and strike up a conversation. Be proactive, friend! Spark conversations, hand out your branding materials, and don’t forget to collect business cards.
Just remember, follow-up post-event is crucial. Send a quick email, drop a LinkedIn request, or hey, remember that good old-fashioned phone call? Do that. Let them know you appreciated the chat and are keen on continuing the conversation.
All in all, the effectiveness of these methods will depend on your execution, persistence, and ability to innovate. The landscape of B2B prospecting is ever-evolving, so keep your sales goggles on, and always be ready to adapt and overcome!
5 common mistakes in B2B Prospecting
Like overcooking a steak or stepping on LEGOs, there are some pretty painful mistakes you can make in B2B prospecting. Here’s your heads up.
1. Selling to everyone
Look, you're not Nutella or a golden retriever puppy. Not everyone is going to love you or need you. The sooner you understand this, the better. A common mistake in B2B prospecting is the 'spray and pray' approach. It's like shouting your offer in a crowded room and hoping someone will be interested. Not the best strategy, right?
Instead, get crystal clear on your target market. Picture your ideal customer – their industry, size, location, needs, and, more importantly, the challenges your product can resolve. This way, you won't waste time chasing leads that, frankly, might never convert. Consider it like fishing - you need the right bait to catch the right fish.
2. Talking only about yourself
Don’t you hate when you're at a party, and you meet this person who just won't stop talking about themselves? (The worst kind of people.) Well, guess what? Your prospects feel the same when you only talk about your B2B prospecting company and product.
Instead of proudly listing your features like a pageant contestant, demonstrate how your product addresses the prospect’s challenge. If they’re drowning in internal communication clutter, demonstrate how your all-in-one communication tool can help be their lifeboat. Remember, it’s not about why you think your product is great. It’s about how it can help your prospects.
3, Neglecting to follow up
You know that saying, "out of sight, out of mind"? With B2B data prospecting, this couldn't be more accurate. Change can be wearing, and companies stick to old ways because it's comfortable—even if it's not the best.
B2B prospecting isn't a sprint—it's a marathon. It's not enough to reach out once and expect a response. You could be dealing with busy people, and your email might have slipped through the cracks.
Don’t sit and wait it out till the cows come home. Following up is crucial! But here's the catch: don't be that annoying salesperson. Space out your follow-ups, change your tactics, offer value in every interaction, and above all, accept when a prospect says no.
4. Relying solely on digital channels
In this world of Snapchat business ads and LinkedIn messages, it's easy to forget there's a whole real, offline world out there. But let's get one thing straight - while digital is great, it's not the end-all-be-all. One common mistake most people make in B2B prospecting is limiting their outreach to digital channels.
There's power in picking up the phone and having a genuine conversation. In-person events, networking opportunities, and even a good old coffee meet-up can work wonders. The human element helps establish trust or rapport, paving the way for more engaging conversations. So, keep the digital game strong, but don't ignore the power of human connections.
5. Ignoring the competition
Are you the only player in your field? Probably not. Ignoring your competition and what they bring to the table is akin to playing a soccer match blindfolded. Your competition may be tapping into methods that you haven't considered, targeting markets you haven’t explored. Keeping an eye on them means you can learn from their triumphs and flubs.
Conduct regular competitive analyses. Figure out how they engage with their prospects, what their prospects like about them, and even where they're falling short. It’s not about copying their tactics, but learning and improving on your own. Remember, in the pursuit of creating a unique brand experience, don’t build a fortress of isolation.
Make your prospecting 10x faster with Magical
Prospecting, my friends, is both a science and an art. Different strokes for different folks—but there’s one tool that can make it easier, no matter which strategies or methods you decide to use. Magical is a free Chrome extension that sales people love (literally, LOVE) because it lets them automate repetitive tasks like prospecting and messaging.
FAQ
What's the best B2B prospecting source?
There's no one-size-fits-all answer. For some, it's LinkedIn. Others swear by email campaigns. The trick is to find what works best for your niche.
What exactly is 'Marylou Tyler predictable prospecting'?
It's a no-nonsense, research-backed approach to improving sales propagated by Marylou Tyler, a successful consultant and author. It's worth looking into, but don't forget to make your prospecting as unique as you are.
What are B2B prospecting services?
They’re a life-saver for those who would rather entrust this to experts. Many B2B prospecting companies like to take the reigns and guide the whole process, giving you more time to nail that perfect sales pitch. But you can also use a tool like Magical to automate many of these tasks for you, while still staying in the driver’s seat.
