Business-to-business lead generation is an art. One of the best ways to ensure a steady stream of quality leads is to focus on targeting people closely matching your Ideal Customer Profile.
Ideal Customer Profiles are a description of your perfect customer. How old are they? Are they male or female? What’s their income and family situation? What type of lifestyle do they prefer? Where do they spend time on the internet? There are some fantastics guides to building one, so I’ll skip that step here. Hopefully, you created one when your company was small and have been adjusting it over the years.
Once you have your customer profile, you are ready to kickstart your outbound lead generation! Many lead generation methods require some specificity to produce excellent results. Let’s say you are focusing on the home healthcare industry. Who in the past is more likely to buy your product? The larger franchises or smaller, local services? There is a huge difference in the sales approach and the protocol for getting your foot in the door between the two groups. If you’re doing SaaS sales, you may need to worry about in-house development teams. Ultimately, if one group historically has provided you more business, you will generate more leads by focusing on that group.
All of this information goes into your Ideal Customer Profile, which will need to be refined over and over as your company evolves.Keeping your Ideal Customer Profile up to date will allow your lead generators to bring you a steady stream of business-to-business lead generation.