Let’s face it – in business, as in all facets of life, it’s not about what you know, but who you know. B2B prospecting is one of the most critical parts of the sales process – without a steady stream of prospects in your pipeline, you won’t be able to build on opportunities to create revenue. Prospecting is a legitimate talent, and one that is one of the most difficult to master: more than 40% of salespeople claim that B2B prospecting is their biggest challenge, followed by closing (36%) and qualifying (22%).
HubSpot Research found that 72% of companies with less than 50 new opportunities per month didn’t achieve their revenue goals, compared to 15% for companies with 51-100 new opportunities, and just 4% for companies with 101-200 new opportunities – that’s wild. That’s why my service and sales consultancy at MKC begins with comprehensive onboarding to help identify gaps and opportunities. The results in a detailed report, including a project plan with realistic timelines and targeted ROI. As a marketing consultant, my individualized plans include quality services that will help you reach your goals quickly and smoothly.
But what are some simple steps you can act on today to begin improving your B2B prospecting?
Your prospecting strategy will have the most impact when you have a clear vision of the kind of client you’re looking for. Your ideal lead will see what makes your brand different, has the budget to pay for your services and there is copacetic client/business relations at the foundation. So how do you filter out your ideal leads?
With over 575 million professional users on this one platform alone, the answer is social media of course!
Scaling leads on LinkedIn, also termed social selling, has become the lifeblood of connecting with prospects. Now you can search prospects by field, job title, keyword, etc., all within a few clicks. Since this platform is geared towards other professionals, this is the perfect opportunity for marketing your business, making connections, and proving your value.
Connect with prospects through engagement, likes, and comments. Engaging with their content opens up discussion, gives your brand personality, and brings you to the forefront of the prospect’s thinking. The algorithm gods are also more likely to push your content to similar prospects in the future the more that participate.
Don’t shy away from the “People you may know” tool – this tool is chock-full of potential leads with the same interests as your current prospect and is an excellent feature to maximize the utility of and an easy way of making direct new connections.
Interesting, right? Want to learn more? At Megan Killion Consulting, we’re really good at making new friends, and we have extensive experience in B2B prospecting and getting the deal closed.
B2B X MKC, we got you!