But what if I told you that 51% of your success depends on your sales targeting. It’s essential to do the research right as it will tell you who are the right leads that may actually be interested in what you’re selling and how you should approach them.
What is sales targeting & why you shouldn’t send campaigns to anyone
Sales targeting is the process of determining take email marketing service who your ideal prospects are and then using techniques to search for these leads so you can send them your outreach campaigns.
Honestly, this sounds like a bunch of fluff.
There’s only one goal you should keep in mind. Find people who are going to improve their business by using your product/service.
And if this isn’t enough to convince you, see what happens if you start sending outreach campaigns to everyone.
Introducing the SDRs worst nightmare, the quadrant of death.
Let me show you an example.
This is a message our lovely digital marketing manager, Charlie, got in her LinkedIn DMs recently.
And to preface… no… Charlie doesn’t have a gambling problem.
Imagine this kind of targeting and conversation in real life.
How to target prospects that will lead to conversion
What can you do to find the people that enhanced sender reputation and credibility are most likely to convert and stay happy clients? This is your step-by-step guide.
Step 1: Determine who your target prospects are
You should construct your target audience that fits both:
- Your ideal company/account
- The ideal position at this company
Take lemlist for example, this would either be a sales leader working for an SMB with a sales team running outbound or an agency owner/head of sales.
You want to get specific on the type of profile to look for so it’s 10x easier when you get to the point where you are using the fun tactics I’m about to mention.
PS To save you hours of research and boost fans data your reply chances, we’ve prepared this free, step-by-step guide that will help you:
BONUS: get access to the buyer persona template that got us 20k+ customers!
Step 2: Find the sales targeting tactics that work best for this ICP
FINALLY, this is the fun part. You can let your creativity run wild when you’re finding the real people behind your ICP.