But instead of focusing on the quantity of leads, targeted selling is all about the quality of the leads.
The philosophy behind targeted selling is that most of a company’s leads are not good fits for its product or service.
So why waste time and resources on them?
Instead, spend that time acquiring higher quality leads that are more likely to buy.
Below, we’ll go over some essential tips on finding and targeting sales prospects for targeted selling.
Define your ICP (ideal customer profile)
The first step to targeting your customers is having an idea of who they are.
An ideal customer profile (ICP) helps you understand your customers and optimize your marketing accordingly.
Here are some key things typically included in an ICP:
Demographics: Age, location, income level, etc., of the target customer.
Professional information: job title, industry, company size, responsibilities.
Challenges/pain points: What challenges are they trying to solve?
Purchasing process: Who’s involved in the afghanistan phone number list buying decision, and what’s their budget?
Preferred communication channels: How do they like to be contacted? Through email, phone, or in person?
At lemlist, we’ve created an ICP generator that generates three different buyer personas. It uses AI to do this for you in just a few clicks.
Where does your ideal customer hang out?
Now you have your ideal customer profile ready; it’s time to figure out where to find them.
A part of this work was probably done when defining your ideal customer.
If you have a B2C business, you will probably find your audience on social media platforms.
For B2B, you may need to use other channels like cold calling, cold emailing, or through paid ads.
Since you’re focusing on lead quality over quantity, you want laser focus on the exact channels where your ideal customer hangs out.
If you take a broader approach than that, you’ll no longer practice targeted selling, and your conversion rate will likely drop.
To help you find your leads:
lemlist offers a 450M+ leads database that can be filtered by various criteria like:
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After finding the leads, you can use lemlist’s Email Finder and Verifier to find and verify their contact info.
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If you’re going through leads’ websites or similar, use this email extractor to get their emails quickly and easily.
Qualify your leads
Qualifying a lead helps you decide whether the lead should go in your pipeline or not.
You should qualify your leads based on how much they match your ideal customer profile.
Assess how much your product or services corresponds to their paint points and what their decision-making authority is.
Giving your leads a score allows you to focus on the leads with the highest potential, and that’s what targeted selling is all about.
