Prospecting stages to get clients In this section, we will talk about strategy, execution and tools to get clients . How to get the first clients - image 10 1024x547 An SDR deals with the early stages and typically encompasses the functions of: Define the target Reaching “People” and their contact information Communicate with the client to arrange a meeting Make sure you show up at the meeting Qualify you as a potential buyer Start the buyers journey As you can see in the image, the yellow parts, the strategy part, would be played by the Executive Managers . Companies with large teams have only one specific team to do «Data Research», that is, get emails, telephone numbers, LinkedIn profiles and other information that may be of value and that helps the SDR to move forward in the process. This information is passed on to the Account Executive (orange part) so that the sale can be closed in this last phase. With this process all the way from the strategic part to the action is established.
VIDEO Customer Service: how do I connect with my cell numbers list customers? Discharge Strategy In this part we talk about segment (who are we going to go to), value offer (what are we going to offer) and the process and objectives (such as meeting or sales percentages). SEGMENT It is essential to define which segment you are going to target. In order to focus and know how to address that person, it is vital to have a minimum of information about them, whether it is a company, the profile of the company or the market. This is an example of a segment scheme: How to get the first customers - image 11 VALUE OFFER Once we have chosen which segment we are going to, what are you going to offer? It is necessary to define why this segment wants to talk to the business and focus a lot on the person, even if it is a B2B model , since behind each company, there is a person, with objectives and concerns. Therefore, it is important to define: Why would he want to talk to you? Pain you solve: person and company Hooks: free audit, profile authority PROCESSES AND OBJECTIVES How are we going to make all this work? Research, data, market studies Approach through LinkedIn, mail, cold calling, sequences... Internal SLA (Service Level Agreement) in which it is specified how far the function of the SDR goes and where the function of the commercial that will close the sale begins.
Execution In this part we see what is needed to start: work the Database, what copies we are going to use to attract and how to automate and measure (everything that can be done) BBDD OR DATABASES Very important here to note: What information do you need where to find it Where to import it and how to use it COPY WRITING This is the content that you will send to the Database and how you will play it. In this part, it is important: The fool that is used, which depends on the sector in which you move Messages: it is important to look at the pain of each client and talk to them about it Calls that are not "lazy" and make them without fear
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