Starting a prospecting campaign without PRECISELY defining its targets is an excellent way of not getting satisfactory results. The prospect targeting phase is therefore essential before starting to prospect. An effective method for defining your targeting as precisely as possible is to use the ICP (Ideal Customer Profile) method.
Starting a prospecting campaign without PRECISELY defining its targets is an excellent way of not getting satisfactory results. The prospect targeting phase is therefore essential before starting to prospect.
An effective method for defining your targeting as precisely as possible is to use the ICP (Ideal Customer Profile) method. In this article, we will see how to apply it concretely to your business activity and use it in your various prospecting actions.
We will discuss the following topics:
1. What is PCI?
2. How to define your KPI?
3. How to use KPIs in your prospecting strategy?
At the end of this article you :
✅ Know what a PCI is
✅ Know a super effective targeting method in prospecting
✅ Be able to activate it today in your business
Here we go!🚀
The KPI is the identity card of your ideal client.
The Ideal Customer Profile represents the typical profile you wish to target in your new customer acquisition strategy. It is a hypothetical description of the type of business that would get the most value from your product/service. These are the ones with whom you have the fastest sales cycle, the most successful sales cycle, and the highest retention rates.
The definition of the Ideal Customer Profile is crucial to the success of your prospecting actions. The ICP should be a real action plan and, once created, should be implemented in all your customer acquisition programmes.
It is important to note that the KPI focuses on the macro aspect of your customer portfolio, and does not specify the individuals you are targeting within a specific company. Once the KPI analysis has been completed, you will need to think about who you are targeting within these accounts.
In order to define them, you will need to research all the specifics of your targets. An effective method of defining KPIs correctly is to study the existing customer portfolio. Select the customers with whom your product/service works best and look for similarities between each of these customers. All the common elements define the "typical profile" of your ideal customer.
To help you with this, you can approach this through the following questions:
Once you have gathered all the necessary information, you can start to draw up different target customer profiles. Thanks to them, you will be able to establish a precise prospecting strategy adapted to each prospect profile.
Once your KPIs have been clearly identified, you will now have to use them to launch your various prospecting campaigns. The best way to do this, and the whole point of it, lies in personalisation.
To maximise the results of your prospecting campaign, you should optimise all your prospecting content according to your targets. For example, if you identify several successful customer groups as a result of your portfolio study, segment the messages you send them; if you target both insurance and banks, create different content for each group of prospects.
To push effective content to a group of btob prospects, you need to ask yourself some questions:
The important thing to remember here is to personalise each of your prospecting actions. It is absolutely necessary to personalise the experience you offer to your prospects. Depending on who they are, what company they work for, or what issues they are currently facing. Non-personalised prospecting will always be less effective than prospecting content that is tailored to each KPI.
Prospect targeting is the first step you need to work on when developing a new customer acquisition strategy. It is this step that will define your success. It is therefore in your interest to work on it as much as possible, even if it means spending a lot of time on it. You won't regret it!
Blacksales is the prospecting solution to exceed your pipeline and revenue goals. The solution allows you to automate your prospecting by writing your cold mailing content, contacting the best prospects and transferring the leads received directly into your CRM.
To get a maximum of qualified leads, Blacksales sets up a workshop with a dedicated coach before launching your campaigns. The aim here is to define your ideal target to start contacting this precise profile. Our data team is then responsible for designing the most accurate and optimised contact base possible to ensure satisfactory results.
By using Blacksales, you put all the chances on your side to reach your growth and income objectives.
