If you are a business and want to stand out from your competitors, digital prospecting is your best asset. It is a set of techniques specific to the web marketing that aim to attract visitors to a site. These visitors are then converted into prospects after an action carried out, then to customers. Only, consumer behavior on the Internet is constantly changing over time. So here are the best prospecting techniques for 2021.
Mailing always works
Contrary to popular belief, the email has lost none of its effectiveness. For B2B prospecting , almost 60 % of companies prefer to receive emails. Statistics are lower for B2C prospecting, but the obstacle is not the mailing technique in itself.
Know that newsletters allow traffic to quickly increase to your website. They generate leads and at the same time multiply the chances of contact. Mailing is therefore always essential for successful digital prospecting. You must adapt the contents of your emails to each type of prospect. As you can see, masses' emails are no longer very trendy. The opening rate of this kind of email is much lower than personalized emails. What should your emails look like?
An email that offers a solution to a problem with your prospect,
A call to action (CTA) well neat and obvious so that the prospect can access it easily,
An email with a catchy object,
And an email compatible with mobile devices.
Your future customers must be able to read your email with a short message. So that they can conclude a purchase, your CTA must be clearly visible. Hence the interest of a very impactful object since it is the first thing they will see. In addition, more than half of the prospects consult emails via mobiles. So make sure that the display of your newsletters is compatible with all supports (tablet, PC, smartphones, etc.)
Well used, the e-mailing technique can be effective and the return on investment (King) is guaranteed. It is pure inbound marketing, because it will be your prospects that will come to you.
Opt for personalized videos
YouTube is the most used platform when it comes to video. Many companies now have channels on this social network to promote their products. They also do it to treat their image and increase their notoriety.
Using video format content has many advantages. It is a very effective and trendy way to encourage to buy. The chances for a potential customer to buy a product by watching a video are close to 85 %. Such a ratio is only reached if the video in question is well designed and the content is relevant to your targets. Videos are also used to pass information quickly. The shorter they are, the more people look at them until the end.
Depending on the type of prospecting and the targets, the objective and the type of video to be produced vary. Most often, the mission is entrusted to an agency in the field. Reign your marketing strategy before and define your targets well. With the latest web features, you can do without large social networks like YouTube or Vimeo to share video content. Creating video content for your website for example can be very effective in capturing the attention of the user.
What to remember in terms of video prospecting, the shorter, the better. The technique is used in different aspects on different platforms. The distribution channels are also diverse, especially with social networks.
Prospect well on LinkedIn with Social Selling
How can we talk about digital prospecting without talking about social networks? Facebook has been on the podium for a very long time and will surely be for a while. It is also on this social network that companies prospect the most. Twitter and Instagram are also very profitable in terms of prospecting, but have you thought about prospecting on LinkedIn?
With other social networks, practices are also evolving. Like pages, groups are becoming a "must" for communities. People members of your group will quickly find your products. You must ensure constant animation by creating different types of content. You can also use Facebook to share your content on other social networks like LinkedIn.
The social network for professional today has more than 700,000,000 users with 260,000,000 assets per month on average. What could be better than this specific type of network to prospect in B2B? It is also a long -term investment, because the more relationships you have, the more your future customers will find you easily. Do not be satisfied with "ADS" options to advertise, but undertake certain actions:
The actions to be carried out
Create an optimized profile by filling out all fields,
Connect regularly and remain responsive,
Connect with qualified prospects to follow their news,
· Actively participate in group discussions.
His actions are already a good lever for a good presence on LinkedIn. Thus, you can easily expand your professional network in addition to working your e-reputation. In order to exploit LinkedIn potentials, you can go further using the paid options offered by the social network. The result will be much higher.
As Steve Job "The Content is King" said, the trend of digital prospecting is based on content marketing strategy. Inbound marketing is also the key. The most effective techniques are therefore those that encourage future prospects to your business. Consumers appreciate content adapted to their profile and especially their needs.
