How do you research and identify the key decision-makers and influencers in your target market?

2 Use online tools and platforms

There are many online tools and platforms that can help you find and research potential clients. For example, you can use LinkedIn to search for companies and people by keywords, filters, and recommendations. You can also use tools like ZoomInfo, Hunter, or Clearbit to find contact information, company data, and insights. Additionally, you can use social media, blogs, podcasts, and industry publications to follow and engage with your prospects and learn about their interests, opinions, and challenges.

4 Build rapport and trust

Researching and identifying your prospects is only the first step. You also need to build rapport and trust with them to move them along the sales cycle. You can do this by providing value, showing empathy, asking relevant questions, and listening actively. You can also leverage referrals, testimonials, case studies, and social proof to demonstrate your credibility and authority. Furthermore, you can use email, phone, video, or social media to stay in touch and nurture your relationships.

5 Track and measure your results

Finally, you need to track and measure your results to evaluate your effectiveness and improve your performance. You can use tools like CRM, analytics, or feedback surveys to monitor and analyze your activities, outcomes, and feedback. You can also set goals, KPIs, and benchmarks to compare your results with your expectations and industry standards. Tracking and measuring your results will help you identify your strengths, weaknesses, opportunities, and threats.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?