In the B2C space, any lead could be a customer. But in B2B, things are different. You need to get your message in front of the ultimate buyer: the decision maker.
OK, how? Here are five handy hints for pinpointing the right people:
1. Know who you’re looking for
Clarify the value of your offering and the types of individuals and businesses that will benefit from it most. Think about desired attributes of your decision maker, such as job title, budget control or responsibilities.
2. Do some upfront research
Understand the niche the B2B company you’re targeting operates in. Get up to speed on market trends, pain points and the competitive landscape. It’ll facilitate better informed conversations that set you apart.
3. Hunt around for a referral
Consider a referral if you’re still struggling to connect with your chosen B2B decision maker. Is there someone at the company who can help you get a foot in the door? This is another great way to stand out and appear reputable.
4. Choose the best tools
Enlist the help of technological tools to help speed up the prospecting process, so you can spend precious time elsewhere. At bbp, we offer clients access to ZoomInfo for this express purpose.
5. Pose the right questions
Prepare yourself for different scenarios by asking questions like: how many people are involved in the decision? What are the other stakeholders’ priorities? Who is the end user within the company? What is the purchase approval process like?