Everyone knows that customer prospecting is essential for a company’s success. Without doing it, you cannot find new customers, consequently, it is not possible to close new contracts.
Therefore, there are many tools and strategies that aim to help and facilitate when prospecting for customers, among them we will talk about prospecting lists.
They ensure that you have all the essential names and information for your sales team to be able to get in touch with these prospects to try to sell your products and solutions to them.
However, many may find building their own prospecting list difficult. In fact, anyone can do it using just Google and some tips that we will give in this article.
Therefore, if you want to know how to build a prospecting list using Google, read on until the end.
What is a prospecting list?
Before you begin, it’s important to understand what a prospecting list is. As we mentioned earlier, prospecting is the act of finding potential customers so that your sales team can get in touch and try to close a deal.
Therefore, a prospecting list is made up of all the relevant information about the prospects (potential customers) that you find. For example, contact information, area of expertise, possible difficulties and how your solutions can help solve these problems, etc.
It is important to point out that ideally, your company should build its own prospecting list. You can find ready-made lists on the internet, but they may not be useful for your business segment.
Therefore, to avoid wasting time, energy and even money, putting together your own list, with those customers who are really interested in your company, is the best solution.
So let’s understand how to create a prospecting list using Google.
How to Use Google to Build Your Prospecting List
So that you can create your own prospecting list using only Google, we are going to present some tips and hacks that you may not know about. Just look!
Have a well-defined ideal customer profile
First of all, it is important that you have already defined your company’s ideal customer profile. This allows you to identify who is most likely to close a deal with you, the types of customers who are most interested in each solution, etc.
By doing this, you increase your company’s business closing rate and prevent your sales team from wasting energy and time on meetings that will not bring any results.
When we talk about B2B companies, it is important to consider aspects such as the sector in which the potential client operates, company size, location, types of solution sold, demographics of the target audience, etc.
Study the market
The next step is to study the customer and their market. If you want to convince him to do business with you, it is extremely important that you are prepared with all the information about him and his competitors.
This helps when you come up with solutions that might be useful to them, and it also shows that your team has done a good preparatory job.
Use search techniques
Now, yes, let’s introduce the search tips on Google. When you have a well-defined customer profile, you can use Google to find companies that fit this profile.
For that, you can use some advanced search techniques.
Use the term in quotation marks: a tip is to use the terms you want to search for in quotation marks, for example: “computer store” and “São Paulo”. By doing this, the results will only be those that have an exact correspondence with the written words, returning only information from computer stores in São Paulo.
Use the asterisk: the asterisk acts as a kind of wildcard space in Google search and can replace words during your search.
With these tips, you can do several searches that will return potential customers for you to create your own prospecting list.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!