Almost 80% of buyers are influenced by social networks in their purchasing decision, making it an essential tool for prospecting. However, what Honduras Cell Phone Numbers List of buyers? Here are 4 steps to properly prospect on the internet when your prospects are not connected!
The relevance of social networks in commercial prospecting is no longer to be proven: 78% of consumers say they are influenced by social networks in their purchasing decision and 55% of B2B buyers actually use social networks in their purchasing process. .
It is naturally an opportunity to fully exploit in your commercial prospecting. As we see regularly here, it is vital for you to integrate the Internet and social networks into your prospecting strategy. But how do you properly prospect on the Internet when your prospects are not connected?
If we return to the statistics seen previously, 22% of buyers are not influenced by social networks and 45% of B2B buyers do not use social networks to make their purchasing decision. So you would be tempted to tell yourself that it is not possible to prospect these buyers on the Internet?
Even if your prospects do not use social networks, a study conducted by DemandGen reveals that a buyer consults on average 3 different pieces of content on the Internet before making a purchasing decision. 4 steps to prospecting on the Internet when your prospects are not connected
Step # 1 – Set up a watch around the target company
Even if your prospects are not connected, they are inevitably talked about on the Internet. The news of their company is reported by specialized sites, their customers leave opinions and reviews on social networks or forums and other collaborators are active on the web.
So Create Alerts Around The Name Of Your Target Business
Using a tool such as Google Alerts, for example – to receive all new content posted around it in real time.
The idea is to pick up key information that will allow you to get in touch with your prospect more effectively than by making a cold call.
Step # 2 – Create content
As we saw in the introduction, a buyer looks at an average of 3 different pieces of content before making a buying decision.
Whether connected to social networks or not, the buyer has now become accustomed to researching information himself rather than having it imposed on himself through unwanted communications.
If your prospect will not directly search for an offer on the internet, he will use Google and search engines to find solutions to the problem he is encountering.
To reach it, you must therefore create content regularly on your website, not to promote your products but to address the issues that your prospect encounters by using the keywords he uses.
This will not only allow you to be visible on Google but in addition to position yourself as an expert in your field of activity.
Step # 3 – Take an altruistic approach
This step will allow you to undoubtedly improve the feedback following your first contact. Did you know that only 1% of cold calls generate an appointment?
The idea here is to establish contact not to directly offer an appointment to your prospect but rather to bring him added value according to the elements that you will have acquired during the previous tips.
What we like to do for us (and for our customers!) Is send an email to our prospect offering to download a white paper that corresponds to a need that we identified in steps 1 and 2.
Your Prospect Isn’t Expecting You To Introduce Them
Understanding this paradigm shift is essential in order to properly prospect. To go further, I suggest you download my white paper “4 steps to modernize your sales prospecting strategy”
Remember, to your product or service. He wants to validate if you are the right person to help him solve his problem or not.
Step # 4 – Provide context to your prospecting actions
The objective of this 4-step prospecting method is to gain in productivity by customizing your approach as much as possible and by establishing a close relationship between you and your prospects.
To do this, it’s important to use all of the evidence you’ve gathered in the previous steps to demonstrate to your prospect that you genuinely care throughout the sales process.
In this process, it is important to contextualize each of your prospecting actions. Whether it’s your calls or your emails.
Has your prospect raised funds? Praise him. Is he looking to recruit a new commercial resource? Give him a guide to recruiting well. Has he visited your website several times? Remind him.
You will have understood it: to optimize the return of your prospecting actions, it is important to use all the information you have at your disposal.
Prospecting on the Internet does not replace telephone or physical contact: it optimizes it!
Prospecting on the Internet does not mean that you will be signing new contracts directly online. The internet and social media are tools you need to use to better target buyers and bring context and personalization to your actions.
Internet and social networks therefore remain very powerful tools for prospecting, even if your prospects are not connected and they use the Internet too little in their purchasing decision.