Once you start a business, you quickly realize how time-consuming and energy-intensive managing lead flow is. And disorder quickly sets in. You know, however, that the growth of your business essentially depends on your ability to convert them into customers. This is when you must set up an up-to-date prospecting file or prospecting database.
Indeed, holding a good prospect file participates in increasing your turnover . This is an excellent marketing lever that allows you to carry out your customer acquisition strategy. It is in fact a real commercial compass insofar as it allows you to concentrate your sales efforts on your priority targets. If it is up to date, it helps you clearly understand the needs of your prospects and anticipate the expectations of your existing customers. Used well, it allows you to organize your commercial actions and manage the monitoring of your contacts well .
What is a prospecting file?
Concretely, the prospecting file or database is a list of prospects . As a reminder, a prospect is a potential client , that is to say a person likely to be interested in your products or services, but having not yet made a purchase at home. The prospect file contains all the essential information about them. These include their contacts, the contact details, their needs and even the messages exchanged on social networks with them.
What are the advantages of having an up-to-date prospects file?
You have certainly understood the reasons for keeping a good prospects file. However, you may still be wondering whether it should really be among your priorities, given that other ultra-important tasks await you at the same time. So think about these reasons for having an up-to-date prospecting file.
Save time and maintain a steady flow of business
Prospect data is grouped in one place . It thus becomes easier to find information on a particular prospect. The same goes for information updates .
In addition, the way you should treat and feed your cold, lukewarm and hot prospects cannot be the same. For example, a person who already knows you will always be more likely to become your client than one person you need to convince from scratch. You have a better chance of conversion if you speak to 100 people who want to know more about you than if you speak to 1,000 people who are not interested. You will understand, having a prospect database allows you to maintain a regular flow of business .
Understand and communicate better with prospects
Interest, consumption habits and prospects' expectations are recorded in the file. Their progress stage in the conversion funnel is also defined. You can then be better in relation to the strategy you will use to convince him to buy your offer. You can thus accompany them more perfectly in its progress in the sales funnel. Also called “conversion tunnel”, the latter corresponds to the course directed by a prospect until his conversion to customer .
The data being stored in order, so it is easier for you to personalize the emails to send to the customer. You will thus maintain better communication with your potential customers.
Establish a good commercial strategy
With a better knowledge of the needs of your prospects, its budget and its habits , you are able to provide it with relevant offers. It becomes more obvious for you to refine your marketing campaign . Concretely, you can define your Buyer Persona , note the commitment of your targets and feed them with relevant marketing content.
How to create a free BtoB prospects file?
To create your Prospects file for free, you can use basic software like Microsoft Excel . You can then list the useful information you collect about your contacts . Some dedicated programs are also interesting, but they often require a certain period of time for handling. A regular update must also be made so as not to be mistaken on the current needs of your prospects . Indeed, they evolve very quickly.
You can list, for example, participants in professional fairs , contacts from web forms. A tip is also to filter the promotional posts of your competitors to find contacts. In any case, you must choose the right tool that best suits your activity. This allows you to carry out your strategy.
Buying a BtoB prospect database: is it a good idea?
In case you feel overwhelmed by your various tasks in addition to prospecting, or you simply lack prospects, it may be interesting to purchase a database of qualified BtoB prospects .
Indeed, the purchase of a prospect database can also be a formidable investment in terms of time and profit. However, be careful that it corresponds well to the prospects you target and contain information .
In this regard, note that Magileads provides you with its database with 20 million BtoB prospects qualified in addition to its All-in-One offer in Marketing Automation. The multi -line and omnichannel SaaS solution allows you to manage your commercial prospecting from A to Z as a pro, and automatically.
