How Zoho CRM helps you zero-in on your ideal customer

Boosting sales with an automated Targeted Prospect lists

 

Often the root cause of a sales team frustration with prospecting new customers is the quality of the data they have to start with.

Have you stopped to think if the people and companies that you are contacting match with your ideal customer profile? And when is the right time for your business to contact them?

This magical combination of contacting the right people at the right time is the source of prospecting success and if you be able to find it, you will not only increase the volume of sales in your business but will drastically reduce the cost of acquisition of these new customers.

Too often, however sales teams are prospecting from antiquated information. This is akin to looking for a needle in a haystack! So the question is how does your business provide your sales team with the information and data they need to succeed?

The first step of the process is to understand exactly what you are looking for – i.e. your ideal customer.

Take the example of a Pool Cleaning company, their ideal customer might look something like this:

  1. Customer has a pool
  2. That pool is an in-ground pool
  3. Customer resides in an affluent part of town as they are likely to have more disposable income to spend on your service

The best place to start looking for your ideal customer is to examine your current customers and look for traits that are common amongst them.

However, this information is not enough to achieve what we are looking for. We still have no idea about if they are ready to hear from your business. It might be difficult to promote your services to them if they have been using your competitor for a long period of time and have an established relationship with them. We are not saying that it is impossible to take business away from them, but it makes sense to go after the low hanging fruit first.

Suppose for a moment that you could have a list of people that not only fit the criteria above but that you knew that they only moved into their house within the last 3 months and therefore are unlikely to be using your competitor. You would now have an ideal person for you sales team to contact. You are now contacting the right people at the right time.

Now, the burning question is how can you get your hands on this information. The answer is that the information is already out there and it is free to access, however the issue is that it is changing fast and it resides on a multitude of different sources.

This is where the smarts come in to make this information not only available to your business but in a format that you can actually use it.

Lumen specializes in automating the aggregation of information that is unique to your business and making it seamlessly available throughout the Lumen Ecosystem.

So what does this mean for your business?

It means that when your sales team arrives to the office in the morning, they will be able to log into your customized CRM solution and be presented with not only your current prospect list but also a list of new, targeted prospect list that is sorted by priority to call.

So, if your business is facing a roadblock in finding new leads to promote your products/services to – then schedule a consultation with us to find out how we can serve your business with fresh leads.

Ilan Gross

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