Sales is the soul of every business around the world. Sales
generate revenue for the business and help it expand its business operations.
Without sales the business cannot survive and this is the main reason behind
many of the failed businesses. This is the importance of Sales in business
world and because of its vitality for the business strict emphasis is given to
refine the client acquisition process. Sales is not easy especially a B2B salescan be a very long and winding one.
There are many constituents that combine together to form a
successful prospect list. From identifying potential prospects to contacting
them and entice them to finally closing a lead involves immense planning with
the right attitude and knowledge.
On paper, the process looks very straightforward:
- Build a list of potential prospects
- Get in touch with them
- Build relationship with potential prospects
- Entice them and make them interested in your product
- Follow effective lead generation mechanisms to collect data
- Continue to nurture each lead
Wait for the right time to pass them over to sales and close
the deal
So how do you build a highly targeted ABM prospect list to
kick the whole process off successfully?
First Step: Identify who fit in your ideal customer profile
Smart people don’t waste time in doing tasks that won’t
yield positive results. So don’t just waste your precious time in chasing wrong
accounts. Think and decide who you should aim for. This first step will let you
understand who are the good indicators for you and whether they are a good fit
or not.
Second Step: Do some through research
Once you know which are the ideal customer profile for you
then start finding the people and start to build your list. Your CRM is the
best guide if you are a part of a sales team. It is a great way by which you
can make your client acquisition process seamless. Your research should include
even the minutest details which must cover everything there is to know about an
account. You will also need to find out who the decision makers are and how you
can connect with them.
Third Step: Get connected
After doing the research prepares yourself to hit the Bull’s
Eye by understanding the different ways you can contact your potential account.
This is the step where most of the time is consumed and many errors are made.
The thing that will help you get connected with your potential prospect is that
you have to keep in mind that every prospect is different and have a preference
regarding how they want to be contacted. This might not be your preferred
medium but you have to go out of the way and have to keep the prospect as your
focal point. You must opt for mediums that your prospect prefers and not the
mediums that don’t appeal him. Remember your chance of converting your
potential prospect into a client lies in making him interested in you and your
deal. Then afterwards you can proceed by finalizing a meeting, presentation and
closing the lead.
Article From: mycustomer.com
