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The
Beginner’s
Guide to
Prospect
Generation
Success in sales is the result of discipline, dedication and sacrifice.
Prospect generation is an inevitable part of sales...
Success in sales is the result of discipline, dedication and sacrifice.
Table of Contents:
Part I: Introduction to Prospec...
Success in sales is the result of discipline, dedication and sacrifice.
Part I
Introduction to
Prospect Generation
Success in sales is the result of discipline, dedication and sacrifice.
1.1
What is Prospect Generation?
Prospect generati...
Success in sales is the result of discipline, dedication and sacrifice.
1.2
Why is Prospect Generation Important?
Prospect...
Success in sales is the result of discipline, dedication and sacrifice.
1.3
Defining a Prospect:
A prospect is the one who...
Success in sales is the result of discipline, dedication and sacrifice.
1.4
Prospect Development:
What is Prospect Develop...
Success in sales is the result of discipline, dedication and sacrifice.
Part 2:
Prospect generation
tactics
Success in sales is the result of discipline, dedication and sacrifice.
How do you bring in leads to then nurture them to ...
Success in sales is the result of discipline, dedication and sacrifice.
2.1
Prospect Generation Software:
To build an emai...
Success in sales is the result of discipline, dedication and sacrifice.
2.2
Webinars/Seminars:
This is the second best opt...
Success in sales is the result of discipline, dedication and sacrifice.
2.3
Referrals:
Referral generation is a secret wea...
Success in sales is the result of discipline, dedication and sacrifice.
2.4
Guest Blogging:
To make sales, the first step ...
Success in sales is the result of discipline, dedication and sacrifice.
2.5
Trade shows/ Conferences:
Trade shows:
The lar...
Success in sales is the result of discipline, dedication and sacrifice.
Conferences:
Hosting in-person events like confere...
Success in sales is the result of discipline, dedication and sacrifice.
2.6
eBooks:
No matter how many subscribe opportuni...
Success in sales is the result of discipline, dedication and sacrifice.
Part 3:
Optimize and measure
prospect generation
Success in sales is the result of discipline, dedication and sacrifice.
3.1
Optimize:
A definitive objective of B2B market...
Success in sales is the result of discipline, dedication and sacrifice.
3.2
Measure:
Once the business goals are clear and...
Success in sales is the result of discipline, dedication and sacrifice.
3.3
Quality vs. Quantity:
It's essential to note t...
Success in sales is the result of discipline, dedication and sacrifice.
About the book
This publication was both created a...
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Prospect and Lead Generation eBook by AeroLeads

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A quick guide on how to do prospecting for your business and how to find potential leads.

Published in: Sales
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Prospect and Lead Generation eBook by AeroLeads

  1. 1. The Beginner’s Guide to Prospect Generation
  2. 2. Success in sales is the result of discipline, dedication and sacrifice. 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
  3. 3. Success in sales is the result of discipline, dedication and sacrifice. Table of Contents: Part I: Introduction to Prospect Generation 1.1: What is Prospect Generation? 1.2: Why is Prospect Generation Important? 1.3: Defining a prospect 1.4: Prospect Development Part II: Prospect Generation tactics 2.1: Prospect Generation Software 2.2: Webinar/Seminar 2.3: Referrals 2.4: Guest Blogging 2.5: Trade shows/conferences 2.6: eBooks Part III: Optimize and measure Prospect Generation 3.1: Optimize 3.2: Measure 3.3: Quantity vs. Quality
  4. 4. Success in sales is the result of discipline, dedication and sacrifice. Part I Introduction to Prospect Generation
  5. 5. Success in sales is the result of discipline, dedication and sacrifice. 1.1 What is Prospect Generation? Prospect generation is a process of fetching the information ex. Phone number, email id's of the prospects and nurturing them to become a lead through activities like cold emailing, cold calling etc. In today’s digital world, prospect generation is an imperative technique to be incorporated in every marketing strategy as this is the pivotal step towards building the awareness among potential customers about your product or services. This helps the business acquaint product with the business hassle free and make a buzz about it in the business sector. Prospect Generation helps the business make and expand brand awareness, construct connections, produce potential leads and ultimately close sales leads. 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.
  6. 6. Success in sales is the result of discipline, dedication and sacrifice. 1.2 Why is Prospect Generation Important? Prospect Generation helps to mine out the relevant leads from the crowd – and on sustaining these leads will transform them into clients and thus expanding the revenue. 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. As many consider marketing to generate leads to salespeople to avoid cold calling and high cost per lead, in many cases the strategy doesn’t fit in right. Marketing alone may not bring in right and enough leads. The right set of target audience with a high lifetime value can be fetched through prospect generation and it is profitable. To start the discussion about your product or service to the target market, the decision makers of the firm ex: VP, CEO are the right choice as they refer back to the best person in the organization to take the discussion further. From the business perspective, it’s easy to qualify them as leads having a productive business conversation. With the right prospects to target the sales team can focus more on converting leads into customers thus increasing the company’s credibility.
  7. 7. Success in sales is the result of discipline, dedication and sacrifice. 1.3 Defining a Prospect: A prospect is the one who is qualified or determined by the company to fit into their buyer persona and who have not expressed interest yet to buy their product or service, but rather they plan to change over them to customers sometime in the future. 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?
  8. 8. Success in sales is the result of discipline, dedication and sacrifice. 1.4 Prospect Development: What is Prospect Development? Out of thousands of prospects generated utilizing prospecting software’s, trade shows, seminars, blogs and so forth only a few are the real sales opportunities. Prospect Development is all about refining the lists of prospect created to recognize to convert in all likelihood. The actual sales performance can be increased by identifying and nurturing the qualified prospects. Prospect Development focuses on: 1. Qualified prospects 2. Generate qualified leads to bring in more sales leads 3. Increase ROI
  9. 9. Success in sales is the result of discipline, dedication and sacrifice. Part 2: Prospect generation tactics
  10. 10. Success in sales is the result of discipline, dedication and sacrifice. How do you bring in leads to then nurture them to become sales leads? For any business to be introduced to a large audience irrespective of the business being B2B or B2C needs a large, highly targeted and responsive email list without following the odds of buying the list. Email list can be built: 1. Prospect generation software 2. Webinars/seminars 3. Referrals 4. Guest Blogging 5. Trade Shows/Conferences 6. E-books
  11. 11. Success in sales is the result of discipline, dedication and sacrifice. 2.1 Prospect Generation Software: To build an email list quicker prospect generation software is an ultimate choice. Utilizing this software one can find prospects full name, business type, location, contact email and phone number. AeroLeads is one such software. AeroLeads also supports company search to find all the contact details of the company along with the people working in that company. With the contact details, one can sell their products and services to these potential prospects. Chrome Extension: On installing the AeroLeads chrome extension, it is easier to look for relevant prospects by running the search directly from the browser. One can also search for prospects through google. Other software’s that are available are:  Salesloft  Sell Hack  InsideSales  Netprospex  Spiderbook  Findanyemail  Sales intelligence  Contact Capture  Sales Intelligence
  12. 12. Success in sales is the result of discipline, dedication and sacrifice. 2.2 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.
  13. 13. Success in sales is the result of discipline, dedication and sacrifice. 2.3 Referrals: Referral generation is a secret weapon for prospect generation. Referrals from your existing customers can be a huge advantage in generating more prospects. Three steps to guarantee you get great referrals from your customers: 1. Request clients to share their experience with the product: Once your client is comfortable using your product and gives positive reviews, request him politely for the referral. 2. Find out your clients connections: Find the connections your client has and list out who they know and who you want to be referred to. 3. Never force for a referral, ask for the Introduction: 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.
  14. 14. Success in sales is the result of discipline, dedication and sacrifice. 2.4 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:  More qualified traffic  Credibility for you business  Improve you networking channels  Brings in huge email lists  Increase in social followers  More guest post offers  Building links 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.
  15. 15. Success in sales is the result of discipline, dedication and sacrifice. 2.5 Trade shows/ Conferences: Trade shows: 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. To capitalize the show:  Create criticalness with the trade shows that the prospects respond to the call.  Present an involvement with the show such that the prospects are glued to your brand.  Follow up with the prospects, leads, potential buyer before the show ends.  Pick the contact of the show attendees who did not turn up to your booth to target these prospects the following day of the show.  Use promotion to encourage your prospects stop by your booth  Try to get the prospects phone number and email id in all of the instances above.
  16. 16. Success in sales is the result of discipline, dedication and sacrifice. Conferences: Hosting in-person events like conferences can interest a lot of people in the B2B market as they are always on their toes to learn and improve their skills. This in turn results in a lot of registrations, ultimately building strong email lists.
  17. 17. Success in sales is the result of discipline, dedication and sacrifice. 2.6 eBooks: No matter how many subscribe opportunities you lend to the user it’s unlikely they would accept any and give away their email address if they don’t find it valuable. Offering eBooks related to the business you are in and that which contains information your target market is in need of is a huge bait to double the subscribers. To bring in more subscriptions with eBooks:  Publish more than one eBook to gain attention  Reach out to people through all mediums say the website, blogs, Facebook, LinkedIn, Twitter and most importantly sites like IndieReader.  Target market interested in your product.
  18. 18. Success in sales is the result of discipline, dedication and sacrifice. Part 3: Optimize and measure prospect generation
  19. 19. Success in sales is the result of discipline, dedication and sacrifice. 3.1 Optimize: A definitive objective of B2B marketing is to bring more qualified prospects to Sales to nurture them to become leads and at last customers. When searching for prospects create a buyer persona and target just that portion of the business sector. This helps the sales team to focus on more sales closure rather than looking out for the right prospects. 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.
  20. 20. Success in sales is the result of discipline, dedication and sacrifice. 3.2 Measure: Once the business goals are clear and optimized prospects generated, it’s important to measure what matters. Bringing on board qualified prospects is the sole objective of prospect generation. What to measure:  How many prospects generated through prospect generation software were converted to leads?  How many prospects targeted through webinar registrations were converted to sales leads?  What happened when you doubled the referrals?  What is the impact of trade shows and how many prospects did that bring on board?  Was your blog on the guest website effective enough that it brought a lot of inquiries to your brand?  Did the eBook you offered in exchange for email ids of prospects serve the purpose of educating the prospects? Once the process of measuring is complete, determine which channel of prospect generation has performed significantly well and draft the strategy on how to improve the channels that underperformed. Note: Measure the performance regularly
  21. 21. Success in sales is the result of discipline, dedication and sacrifice. 3.3 Quality vs. Quantity: It's essential to note that to enhance the benefit of the organization, it's vital to have 10 qualified leads where 5 converts to be customers rather than 1000 unqualified leads and none convert. Continuously stick to quality over quantity.
  22. 22. Success in sales is the result of discipline, dedication and sacrifice. About the book This publication was both created and composed by AeroLeads. Feel free to share the book with anyone who is interested to know more about Prospect Generation. 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. AeroLeads is powerful prospect generation software that finds the relevant contact details of any company or person with their respective emails and phone numbers. For more information on prospect generation contact us on – (415) 830-6012 visit us at AeroLeads.com or follow us on twitter @AeroLeads

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