Insights for the data driven leader.

Tips For Faster Prospecting

Prospecting takes a lot of time out of an SDR’s day. Researching potential new customers is part of what adds so much time. Knowing the best methods and platforms for prospect research can help you save time.

Have an Email Template

Having an email template for cold outbound emails is a wise tactic that helps save you time. You can write a template and then customize slightly as needed. However, it’s easy to sound generic and formulaic when using a template so it’s crucial to make sure you still sound like a real person. Don’t be stuffy, “Hey So-And-So I thought this could help you..” sounds a million times better than a cold greeting starting with “Dear So-And-So.”

Keep It Short And Sweet

Short and sweet emails are normally the best route to take when sending a new prospect that first cold email. If you send them too much to read, it’s likely that they’ll lose interest. Four to five sentences is a food sweet spot  for length.

Have A Strong Opening

Your opening is a good spot for customization. Mention a common connection, share a quick insight, or tell them about relevant content that you’ve included.

Provide Value

Remember how you’re making your email short and sweet? Have a quick, to the point explanation of what value your company’s product will provide them. This email is about getting your foot in the door and making an introduction, once you’ve done that then you can focus more on selling your product.

Leave Them With A Call To Action

The last sentence of your email should be inviting them to take a next step. You can ask them a question or invite them to follow up.

Once you’ve formulated your email, you should have a relevant subject line and then you’re good to go!

Know Their Industry

Knowing key phrases or common terminology in your prospect’s industry helps make you look knowledgeable and interested. Additionally, being up to date on any major industry news events or trends can help you craft a relevant and effective pitch. Demonstrating your knowledge of their industry engenders your prospects to become more interested and feel as if they are a top priority to you.

Stalk Them On Social Media

You already stalk all your friends on social media, even your old high school ones, so you might as well check out a your prospects as well. Social media can tell you a lot about a company. This information is important and unique because it is the voice of the company, providing tons of information that can help you determine how to approach your prospect. You should be casually glancing at prospects all the time (aka stalk them on social media).

Doesn’t it suck to spend all your time and effort on one person only to find out they don’t even have the purchasing power? Utilize social media to make sure you’re calling the right person! You can use LinkedIn as a way to research the different contacts you have and verify that their job title is associated with someone who typically has buying power. Additionally, you can find out who in a company has influence and who doesn’t have any reason to talk to you.

The content that a company is pushing out on social media is often one of a company’s top priorities, because their content is typically what they are trying to emphasize to their own customers. Hashtags that are used by a company can be very telling about different areas of interest that prospect has.

Sign up for our newsletter here for fresh insight every week!

May 8, 2017
Caitlin Glasscock

What do you think?

The Blog For Account-Driven Leaders

Salesforce: Custom Reporting
June 18, 2017

A look at how Salesforce can help you make sense of your data so you can sell and manage your accounts more effeciently.

Read more
How Do You Benefit From Buyer Personas
June 11, 2017

Personas aren't just for marketing anymore. Here's how marketing, sales, AND the rest of your company can benefit from them.

Read more
Prospecting Intelligence
June 7, 2017

What is prospecting intelligence and how is Leadtime ahead of the game? A look at an article our CEO, David Cummings, wrote about prospecting intelligence.

Read more