Know your prospect well
As a B2B sales rep, it’s essential that you know your prospects well. To make a cold call successful, take time to research your potential prospect.
Searching for information about companies has never been easier – you can explore the business and market they operate by browsing their website, as well as competitor’s websites. Going through the annual reports, press releases, or articles can also be beneficial. Another way is to scroll through the company’s social media networks. For example, LinkedIn can be a valuable source for reaching the right decision makers.
One more valuable step to get a better idea of your prospect is to create your ideal buyer persona. This set of criteria can tell you exactly the kind of lead that is the right fit to become a prospect and later, possibly, a paying customer.
A combination of behavioral patterns, location, psychographic, firmographic, and other aspects helps you figure out how your ideal customers think, what they like, where they are located, or what their pains and needs consist of.
Here are tips to find the right data for crafting the best ICP.
- Connect with your sales team – who knows your customers better than the people who constantly talk with them.
- Ask customers directly – design a list of the most important questions and create a simple survey to find out what they really think.
- Explore your analytics – analyze the data from the platform such as Google Analytics to acquire details about gender, location, devices, online behavior, and many more.
- Take a look at your other sources – gain the data from your CRM system, social media channels, chat conversations, or even your call recordings.
Knowing all this information can help you to understand the prospects’ problems better and pitch your products or services as solutions for them. This way, you can also identify what the possible deal breakers may be.