Focused Outreach Outbound Prospecting Tips Part 2: First, Know Your Buyer

This is Part 2 in a 7 part series of focused outreach outbound sales and marketing prospecting tips. Part 1 covers defining the objective of your initiative, and choosing internal and external key players. During each progressive step in planning, implementation and refinement, be sure to focus on your buyer.

Put Knowing Your Buyer at the Forefront

Today it is essential that your buyers experience you in a way that works for them. Learn your buyer’s mindset. It seems common sense. That doesn’t make it easy.

Enhance the buyer’s experience and make interactions top notch, engaging, helpful, informative, easy and pleasant. It is only when prospects or customers feel understood and engaged with a company that they will consider a purchase from the company.

Ask yourself questions like these to better understand your buyer’s mindset, needs, behavior, goals, patterns and preferences in their own terms:

• Who is your ideal buyer?
• How do your buyers find you or your competitors?
• Is it easy to find you or your competitors?
• Where do your buyers find you or your competitors?
• What business goal was the buyer looking to achieve?
• What is the buyer’s research process?
• Who conducts their research process?
• What was their decision making process?
• Who made the decision?
• What other alternatives did they consider?
• How would your buyer rate their research and buying experience with your company?
• How would the buyer rate their research and buying experience with your competitors?
• What was positive about their experience with your company?
• What could be improved about their experience with your company?
• What could be improved about their experience with your competitors?

Answers to these questions will help your key internal players better understand and serve your ideal buyer.  Join us for Part 3 as we discuss the importance of planning.