And to enhance everything we've explained so far, include the customer prospecting strategies listed below in your commercial process.
1. Research and segment the market
This practice is essential to find the right leads and direct your efforts towards them. This way, you don’t waste time or money, and you increase your chances of conversion.
For this approach, carry out research to understand the interior designers email list market, identify trends, evaluate competitors' performance and analyze changes in customer behavior .
ChatGPT, which we already mentioned in this article, is a great ally for discovering data sources, websites and platforms that provide this type of information.
2. Identify your target audience
Based on the previous survey, create groups of leads with the potential to benefit from your products/services. To separate them, consider the criteria we listed, such as company size and profile and the problem identified.
Identifying the target audience is essential to recognize their particularities and, in this way, create more targeted, specific, differentiated approaches and conversions that arouse the interest of potential customers.
3. Develop Ideal Customer Profiles (ICP)
To increase the accuracy of your prospecting strategy, create your company's ICP . This is the acronym for Ideal Customer Profile. These are characteristics that make up the right customer for a business .
Define your business's ICP as follows:
analyze sales history;
find out which customers brought the most financial return;
raise patterns between them, such as type of solution acquired and pains presented;
perform sales approaches to test the identified profile.
Remember that the same company can have several ideal customer profiles, and also to review your ICP periodically, as customer needs are constantly changing and it is essential to keep up with them.
4. Use data and market intelligence
Using data and market intelligence means strategically collecting and analyzing information extracted from different sources , such as sales history via CRM and market research from websites such as Statista.
The goal is to base your approaches on realistic and reliable references and, thus, eliminate guesses and assumptions that only hinder your customer prospecting strategies.
Suggested reading: “ Do you know how to conduct market research? Find out in 7 steps ”