The evolution of online networking and social media platforms has made prospecting easier than ever. In just seconds, you can generate lists of thousands of leads for your sales team to qualify.
Here are our favorite techniques for quickly finding loads of potential prospects.
LinkedIn is the natural starting point for your online prospecting efforts. With Sales Navigator, you can easily search for leads Cold calling company for windows and doors replacement based on finely tuned search criteria and save them to lists to follow up on later.
LinkedIn for prospecting
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Sales Navigator will also recommend leads for you, based on your prospecting activity. It’s an easy way to rapidly spin up a long list of potential prospects.
LinkedIn offers another terrific opportunity for prospecting — LinkedIn Groups. Find relevant groups, and you’ll instantly be connected with professional communities where you can connect with others in your industry. They’re the perfect place to help others, build your authority, and position yourself as a useful resource.
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If you’re in a tech-related vertical, Crunchbase is another powerful database that’s tailor-made for finding your ideal prospects. You can search companies in the tech space according to a wide range of criteria, including the company financials, its current tech stack, and overall industry authority.
Crunchbase also makes it easy to get real-time alerts, so you can send event-based outreach to prospects when there’s relevant company news.
If you’re in a tech-related industry, it’s a must-have sales tool.
Tip: Looking to outsource your sales prospecting to an agency? Top Increase Sales Marketing Agencies.
Many sales professionals don’t even consider Twitter as a prospecting tool.
And they’re missing out — because it’s one of the most powerful prospecting tools at your disposal.
Not only can you find your ideal contacts, but you can also see a more personal side of them that they might not share on more professional platforms like LinkedIn. And best of all, you can reach out and start conversations right away with direct messages.
The best place to start is Twitter’s Advanced Search. For example, if you’re selling a tool that makes it easy for marketing teams to repurpose content, you’d likely want to reach marketing team leaders:
twitter for prospecting
When your results come up, choose “People,” and you’ll instantly see a list of potential prospects:
twitter for sales prospecting
So far, we’ve talked primarily about outbound techniques. But there are plenty of inbound methods, too — and one of the best is thought leadership.
At the most basic level, you’ll want to work with your marketing team to ensure that your brand is putting out consistent, helpful content on the regular .Best lead generation company for Air Duct cleaning But you can help raise your sales performance by building your own profile as a thought leader.
Start by identifying the places your audience usually hangs out online. LinkedIn is an especially common place to find B2B buyers, but they might be in Reddit forums, Slack groups, or other online communities.
Once you’ve found your target buyers, the key is to regularly show up as an authority. For example, regularly posting on LinkedIn is a great way to showcase your domain expertise.
Here’s how Chris Walker, CEO of Refine Labs, does it:
The Ultimate Guide to Social Selling
If you’re not asking for referrals, you’re missing out on an enormous opportunity to fill your sales pipeline.
Past and current satisfied customers are your best referral source. If you don’t have a system in place already, make sure you establish a process to reach out to your customers periodically with a referral request.
While it doesn’t have to be complicated, timing is critical. Best lead generation company for home improvement company Reach out when you know your customer is likely to refer you. Keep your request simple and friendly:
Hi [FIRST NAME],
Just saw you gave us a great score on the customer survey you received yesterday. So happy to hear we’ve met — and maybe even exceeded — your expectations!
Can you please do me a favor? I’m trying to find other great customers like you who would benefit from [specific benefit you provide]. Is there anyone you can think of that you can introduce me to who might also be interested in our product?
Remember, referrals can also come during the sales process. If you determine that a prospect isn’t ready to move forward or isn’t a good fit, make a point to ask for referrals. Even if they’re not a great fit, they may have other colleagues they’d be happy to refer you to.