May
09

Prospecting is the initial stage of any outbound sales process.

It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before delivering an array of highly-targeted communications to further attract, convince and convert them into paying clients.

Your engagements must be personalised to succeed.

“We know that personalization can deliver 5 to 8 times the ROI on marketing spend, while lifting sales by 10% or more…”
(Source)

Remember: We are bombarded by constant distractions and promotions each and every day. You need to rise above this noise to be first in mind.

However, extraordinary personalisation in B2B prospecting is likely one of the most complex strategies to grasp and deploy with precision.

And by extraordinary, I’m not referring to simple name-drops in your outbound emails. Hell no! (Although that is necessary.)

4R personalization Framework

(Source)

To maximise your chances of landing new clients, you need be thinking much deeper…

Sam Hurley
About the Author
Sam Hurley is a lateral-thinking digital marketer holding solid experience in both agency and client-side settings. He is the Founder of Digital Consultancy venture: OPTIM-EYEZ. He has achieved success for SMEs, national to international blue chip organizations while being ranked as the world’s #1 digital influencer by Webinale and #2 most influential digital marketer by Onalytica. He was also commended as one of the top 3 content marketing influencers of 2016 by ScribbleLive. Catch him on Twitter and LinkedIn for cosmic amounts of helpful material on entrepreneurship and marketing!

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