If you’re in sales or recruitment, prospecting is an essential part of your job. And if you want to be successful, automating your prospecting process is key. Automation increases the productivity of your salespeople, helps you capture more leads and data, and scales your outreach. According to a study by Boston Consulting Group, AI assisted automation can reduce conversion costs up to 20% by delivering a 70% increase in workforce productivity.
There are quite a few things you can do to make sure your prospecting automation is effective. The best approach will vary depending on your specific needs. But there are a few general tips that can help you get started:
1. Define your target audience and create personas.
Sales prospecting starts with your customers. You need to understand who your ideal customers are, what their needs and pain points are, and what they’re looking for in a product, service or job. Once you have a good understanding of your target audience, you can create customer personas. Buyer personas are fictional representations of your ideal customers based on market research and real data about your existing customers. Personas are the first thing you need to personalise your messaging before you can automate and scale your prospecting.
2. Invest in the right tools.
There are a lot of different sales automation tools out there. And the tool you choose will depend on your specific needs. Salesforce, for example, is a CRM (customer relationship management) software that helps salespeople manage their leads and contacts. Recruitment tools such as SuperReach use machine learning technology to test and optimise LinkedIn messages and emails. The app enables you to find a prospect’s contact details in seconds. You can shortlist prospects and set up highly engaging drip sequences to engage and attract them.
3. Use a CRM system to manage your prospects.
A CRM (customer relationship management) system can be a HUGE help when it comes to managing your prospects. It can keep track of all your interactions with prospects, help you stay organised, and give you valuable insights into your pipeline. Recruitment firms can use an ATS (applicant tracking system) in place of or in addition to a CRM.
4. Set up automatic email drips.
Email drips are a great way to stay in touch with your prospects without being overly sales-y. You can set up automatic emails to go out when someone expresses interest in your product or service, or on a regular cadence (weekly, bi-weekly, etc.). Just make sure your drips are well-written and relevant, or you’ll risk coming across as spammy.
5. Use social media monitoring tools.
Social media is a great way to connect with potential customers and learn more about them. But manually combing through all the noise can be time-consuming. Fortunately, several social media monitoring tools can help you keep track of relevant conversations and interactions. Hootsuite, for example, is a platform that lets you monitor, engage, and measure your social media activity.
6. Reach out on LinkedIn.
LinkedIn is especially useful for sales prospecting, as it allows you to research and connect with individuals in specific companies and industries. For talent recruiters, LinkedIn provides the biggest pool of prospects. LinkedIn prospecting tools such as SuperReach can help you reach out to more prospects on LinkedIn with better messaging in less time, giving a huge boost to your team’s productivity and significantly reducing costs.
7. Automate repetitive tasks.
There are a lot of repetitive tasks involved in prospecting, from research to lead generation to follow-ups. And doing all of those things manually can be incredibly time-consuming. Sales automation can help you automate repetitive tasks so you can focus on the more important (and human) aspects of your job, such as collecting customer feedback on a phone call or building relationships with prospects.
8. Personalise your outreach.
Personalisation is key when it comes to sales prospecting. You need to show your prospects that you understand their needs and pain points and that you’re offering a solution. Go back to your customer or employee personas and create targeted messaging for each one. If you’re using a sales automation tool, make sure it allows for personalization at scale.
9. Use data to guide your decisions.
Data is your friend when it comes to sales prospecting. Look at your past successes and failures and use that data to guide your future decisions. What worked? What didn’t work? Why? Analysing your data can help you optimise your process and get better results.
10. Track your results.
It’s important to track your results so that you can see what’s working and what isn’t. Keep track of your conversion rate, the number of leads you generate, and the amount of time you spend on each prospecting method. This data will help you fine-tune your prospecting process and make it even more effective.
By following these tips, you can enhance your prospecting automation and improve your sales results. So get started today and see how automating your prospecting can help you close more deals!
LinkedIn prospecting automation with SuperReach boosts the productivity of your sales prospecting 10X. Request a demo to learn how.