Business

How To Build The Best Sales Prospect List

A comprehensive sales prospect list is a prerequisite for any business’s success. The caliber of a sales prospect list will ultimately determine how well your business performs during the prospecting phase. Even the best salesperson cannot sell a product or service to someone who’s not interested in your product.

But what exactly is a sales prospect list? A sales prospect list is a collection of businesses or a Canada company list that, at first glance, appears to be a good fit for your product or service and deserves further investigation. Basically, a sales prospect list consists of all the potential clients, so the more, the merrier. However, the quality of these clients is vital. The sales prospect list should consist of people that have a high probability of purchasing your product and services. 

What Information is in a Sales Prospect List?

Usually, a prospect list includes basic information about the potential client, including the following:

  • Company name
  • Name of the key decision maker
  • Role of the main contact person
  • The department that the contact person belongs to
  • Contact information, such as phone number and email address

A more comprehensive list will of course include more information about the potential client. With the help of this useful information, you can create the ideal buyer persona. This will allow you to shortlist the potential clients that are the best fit for your product or service.

Steps to Building the Best Sales Prospect List

1. Understand the product that needs to be sold:

A deeper and clearer understanding of any given product or service enables you to understand what sort of solutions it can provide. Accordingly, you can decide who or what industry to target.

Understanding the product will also enable you to understand the unique selling point (USP) of the product and how the USP can be used to advertise the product. It will also enable you to highlight how your product will stand out from all other similar products.

2.  Identify the buyers:

Once there’s a clear understanding of the product and the sort of solutions it offers, you must identify the sort of people who are genuinely interested in the product and would be willing to invest in it. 

3. Research prospects:

After identifying the sort of people who would be interested in the product, thorough research can be conducted to make a list of clients. Various tools can be used to do so:

  • Use directories that contain companies’ contact databases; these are basically extensive B2B databases that may consist of information on individuals from particular industries, including their job titles, firm sizes, and locations. For example, Canadian company lists offer key information to businesses that are looking for sales prospects.
  • LinkedIn filters allow you to search for people by industry, location, and connections.
  • Gather website visitor data on potential customers. When visitors want to download content from the website, such as reports or newsletters, they must provide their registration information. Create a form to collect essential data that may help determine if the visitor is a potential client. Information gathered may include the visitor’s name, job title, employer, sector, number of staff or turnover, email address, and phone number. Ask for an estimate of the prospect’s annual spending on the product and how frequently they would be willing to purchase the product.
  • Check old records and find the list of clients who showed interest in the product earlier but didn’t end up purchasing it. Also, go over the list of older clients who stopped purchasing the product after using it for a long time; understand what stopped them from continuing using the product. Accordingly, add these people back to the sales prospect list.
  • There are various sales intelligence tools, including Datanyze, Bombora, Uplead, and DataFox. These tools assist sales teams in locating their ideal clients.

What Information to Include in Your List of Prospects?

To ensure that the salespeople get the most out of the prospect list, it should have the items listed below:

  • Ideal customer profile (ICP) data
  • Buyer persona information
  • Name of the business, contact information (name, email, phone)
  • Anything else of note that can assist the salesperson in establishing a rapport with the potential client

Build a well-organized sales prospect list:

The sales prospect list must be organized in terms of priority. Clients that have the highest probability of purchasing the product must be at the top of the list. A sales prospect list organized in terms of priority will enable the sales team to understand where they need to focus more, and thus, it will enable them to make the most out of the sales prospect list.

Depending on the business model, sales prospects can also be prioritized on the basis of other factors. These are: how the prospect would benefit the business in the long-term, rapport with the client, the influence a prospective client’s reference may have, and so on.

Conclusion

Businesses need an amazing sales prospect report to perform well. The better the sales prospect list is, the more deals your business can close. However, making a prospect list is a difficult process. Where does one get all the details regarding the prospective clients from? Make this process quicker and hassle-free by buying a professional corporate contacts database where you can easily find high-value prospects for your company.

If you’re looking for a list of Canadian companies, contact Scott’s Directories, a convenient solution for all those trying to gather data to form their sales prospect list.

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