Digital prospecting is a system set up to allow salespeople to take advantage of the advantages offered by digital tools and media. Often used in B2C, this method is also useful in B2B. Indeed, for companies that have a B2B type of business, it is a powerful sales tool. Read more about this solution here.
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Digital Prospecting: What is it?
In simple terms, digital prospecting is a set of marketing and commercial actions carried out through tools available on the Net. The purpose of this process is to identify prospects and turn them into customers.
The particularity with this method is that it advocates a completely dematerialized approach to the commercial relationship. To do this, digital prospecting requires the use of certain digital tools such as a website, sending mailing campaigns and social networks.
By using this method, the salesperson manages to generate leads and do inbound marketing. Thus, he no longer wastes time traveling to carry out commercial actions.
All you need is a computer and an internet connection to establish contact with your client and attract him to you. Moreover, when it is well managed, a digital prospecting plan appears to be an innovative solution that makes it possible to increase the turnover and the customer portfolio of a company.
Why use it?
The various technological advances have considerably changed the codes and habits of thousands of users. It is possible today to find everything on a website. As a result, the net becomes the first resort for all consumers in search of satisfaction. On the internet, consumers read, research and interact.
By opting for web searches, the prospect becomes independent and difficult to approach. It is therefore necessary to pull out all the stops and go find it in its lair. To this end, digital prospecting gives the possibility of setting up digital acquisition strategies that allow the salesperson to capture his target very quickly.
Moreover, with the advent and the remarkable development of telework, it is becoming more complicated to carry out traditional prospecting. Indeed, telephone and physical prospecting remains very expensive and lasts longer. And this, due to the fact that this form of prospecting involves deploying great commercial resources.
Also, unlike the traditional one that uses outgoing messages, digital prospecting brings great added value to prospects.
How to do Digital Prospecting?
Doing digital prospecting is very easy. It is nevertheless important to have some benchmarks before starting. First, you have to determine the perfect target you want to hit. This will allow you to optimize your chances of finding new customers. So, if you’re serious about reaching businesses, there are a few key questions and criteria to consider:
- What is the ideal geographical area to reach?
- Is there an ideal business size?
- What sectors of activity should be affected?
- Who should be targeted first?
Based on these questions, you will be able to find the right target for your activities. Without asking yourself these questions, you run the risk of coming into contact with people who have no interest in what your company offers. On the other hand, by asking yourself the right questions, it will be easy for you to know your target and to focus only on what it takes to transform the prospect into a customer.
In addition, it is necessary to take three different steps before engaging in the process of digital prospecting. First, you have to know how to use the various means of communication on the net. Second, you will need to optimize the customer experience. Third, you will need to put in place a lead management strategy.
You now know what digital prospecting is and how to implement it.