When it comes to building a strong prospect list, you don’t necessarily need a big budget. You just need a willingness to think creatively. The best merch experts know how to spot signals and connect the dots. They can take ordinary information and use it create opportunities. If you work solo or on a small team, this is what can really set you apart.
In a post on the Nimble blog, Alex Marshall explains that prospecting isn’t about having the latest and greatest software — it’s about observation, relevance and timing. It takes some manual research and buying signal awareness, but you can create a prospect list that is targeted and ready to convert. We share his tips for doing this in this issue of PromoPro Daily.
- Make use of the internet. You have the world’s biggest lead database at your fingertips. You just need to know how to search it correctly, Marshall says. Depending on your niche, you may identify where your ideal customers are by searching company websites, listings on Google Maps, lists for event speakers or LinkedIn company pages. The key is not volume, he says. It’s relevance.
- Use search operators. Marshall points out that search engines allow highly targeted queries using operators most people ignore. For example, you can identify growing companies by searching “we are hiring + industry keyword.”
- Leverage conversations. According to Marshall, one of the most underrated prospecting strategies is letting prospects identify themselves. You don’t need ads, funnels or complex automation for this. You need visibility in the right places. Pay attention to who engaged with your LinkedIn posts or blog posts and then turn that engagement into a prospect list.
- Use referrals without asking for referrals. Some reps don’t enjoy asking for referrals. The good news is that you don’t have to ask for them — you can engineer them. For example, instead of asking, “Do you know anyone who needs merch?” you could ask, “Who in your network is looking to get their name out there?”
- Track buying signals. Traditional prospecting focuses on who to target. Smarter prospecting focuses on when, Marshall says. Some buying signals include leadership changes, expansion into new regions or new products or services. When outreach aligns with a real-world trigger, Marshall says your messages feel timelier and much more relevant.
You can build a strong prospect list by applying the tips above, like paying attention to engagement and turning patterns into search criteria. When you build your list with intention, your outreach will feel more authentic and your conversations will lead to more meaningful opportunities.
Compiled by Audrey Sellers
Source: Alex Marshall is a sales enablement strategist who contributes to the Nimble blog. He has more than a decade of experience in SaaS.
