Identifying and connecting with the right business decision makers is the big challenge facing by the sales reps now. If you did the best marketing optimization and reaching the wrong person means you have just wasted your time and resources. It's important to spend your valuable time in finding the right person to get your message in the first place.
Most of the decision makers tend to get away from sales reps as too many professionals trying to approach the decision makers.
Sales professionals need to overcome this in order to promote their products or services to the right decision makers. Here I listed a few tips that help sales reps to reach the decision makers.
1. Define the Ideal Persona
Before you start, you need to list out who you are trying to reach: the target decision makers.
Decision makers are the one who makes decisions and will sign the paperwork.
Before implementing the important elements in your campaigns, check:
- The decision maker who is responsible for purchase decisions.
- What are their main factors of need? Always find the best ways to satisfy their business needs and explain how it will benefit them.
- Find out with who would you be interacting other than sales?
2. Identify who fits with your business service
Once you get to know your ideal decision makers, you can start the research to find them. LinkedIn is the best way to track down key business profiles in a company. Use the LinkedIn search function and filter prospects based on the needs.
Another way to identify and connect with your ideal prospects is by contacting a b2b database provider. After selecting a database provider, specify your target audience and let them do the database research for you. This is one of the effective ways to get access to the key decision makers you are looking for.
3. Be unique with your email outreach
Make sure to include effective factors in your email strategy that will benefit your prospects. Be unique and your offering should be different when compared with other prospects. Offer something valuable in the niche of your prospects other than just sales provide some insights related to the prospect's industry.
Personalize your email and show how their time and resources will be valued with the purchase of your product or service.
4. Increase the Chance of Response with a Follow-Up Email
Do a follow-up when your email campaign doesn't get the response you expected. Sending a follow-up email can triple your response rates. According to a research the campaigns with more follow-ups received 3 times more responses than campaign with no follow-up.
If there's one thing to learn from the above steps, it that reaching the right decision makers is bit tricky but it gives you the longtime success if you take time to do it right.
By Brown Hill