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Aeroleads - Prospect Generation
Aeroleads - Prospect Generation
Beginner’s
Guide to
Prospect
Generation
Prospect generation is an inevitable part of sales success regardless of the type
of business. Reaching your prospects about your new product or service is as
vital as planning it. A well crafted product or service is of no use if it is not able
to reach the right target market that is in need of this product or service.
Prospect Generation helps in hauling out the right prospects for your product
or service from the crowd.
This eBook takes you through the core concepts of Prospect Generation. Happy
reading!
Vineetha Shetty
Head - Sales and Marketing
Anurag Singh
Lead Designer
Introduction to
Prospect Generation
Through the Prospect Generation tactics mentioned in this guide, businesses can
find the contact information of the potential targets that matches their buyer
persona with a specific end goal to sustain them to end up clients. Prospect
Generation can be used by the sales department of all B2B businesses.
With the abundance of information in the web, cold calling to the prospects
irrelevant to your business will shift the focus of sales team from closing leads to
pushing prospects much to their inconvenience, that are not interested in the
product or service you are offering.
We live in an era where buyers are educated enough by the abundant content on
the web making a buying decision all by themselves. To be heard in the noise,
compete with the industry giants the prospecting strategy has to be reinvented
very often. Ask these questions before prospecting
1. What is your target for a month/year?
2. Who is your target market?
3. How do you find prospects?
4. How would you approach the prospects to convert them to a lead?
Prospect Development:
What is Prospect Development?
1. Qualified prospects
2. Generate qualified leads to bring in more sales leads
3. Increase ROI
Prospect generation
tactics
Chrome Extension:
Webinars/Seminars:
This is the second best option as the webinar or a seminar invitation keeps the
persuasive offer before the user that makes them believe that they are going to
lose out on something valuable for their business if they don’t sign up.
Webinars/Seminars have both time and quantity limit i.e it limits the amount of
people that can attend the webinar/Seminar.
Webinars/Seminars help in building responsive lists. You don’t just need an email
list, you need a responsive email list where people engage with it open, click links
and buy your product.
Webinars are perfect to add extra credibility to your brand with newly built email
lists.
Three steps to guarantee you get great referrals from your customers:
Once your client is comfortable using your product and gives positive reviews,
request him politely for the referral.
Find the connections your client has and list out who they know and who you
want to be referred to.
Request for a direct introduction to someone you know would be a great prospect
for your business. Ex: you mentioned you worked with Tina for several years,
would you be comfortable introducing me to her.
When done right referral can be the foundation of prospect generation. Never let
your clients do referral as they are unaware of your core business purpose and
values. Create a referral for them.
Guest Blogging:
To make sales, the first step is to tell the world that your business exists and how
it can take care of the issues your target market is confronting. A quality post on
some of the top blogs will declare the presence of your image to the world and
influence the prospects to know more about you.
Advantages:
To make guest blogging count, set your objectives right for the business. Make a
list of the top blog sites and create quality blogs. Guest blogging is undoubtedly
an effective way to build a strong business and connect with your readers who
are your potential customers.
The largest expenditure of the B2B market goes into trade shows with an
expectation of turning prospects into leads and leads into sales. Trade shows can
be effective in both ways. Generating new prospects and leads and also closing
sales with the current leads. It helps to come across many industry leaders and
set a foot towards turning your target company to your potential customers.
Optimizing prospects:
The business needs to be clear over the definition of who is their target market,
their quality leads and the product or service they are putting forth is going to
take care of the issue the focused on targeted market is facing. Once the business
characterizes this right it’s easy to generate right prospects.
What to measure:
About AeroLeads
With an intention of making the sales process easier by bringing on board more
qualified prospects, our Founder and CEO Pushkar Gaikwad, backed by talented
developers Ankit and Anurag decided to come up with a Prospect Generation
Software, AeroLeads.