All about automated prospecting

What is automated prospecting?

We hear about automated prospecting all the time, without really knowing what it is. Sales automation is the automation of repetitive, chronological marketing operations using software. Strictly speaking, automated prospecting or "sales automation" refers to the automatic sending of emails to a prospect based on his or her behavior and certain other criteria. In effect, they are sent from the company's own e-mail address. The emails are written as if you had taken the time to write the content. 

Furthermore, automated prospecting should not be confused with emailing. The latter consists of sending a mass-charted email with colours and images. On the other hand, automated prospecting consists of sending a personalised email as if it were sent from your usual email address. To be clear, if automated prospecting is done well, the prospect will not be able to distinguish the automated email from another.

You'll know sales automation is successful when someone you've emailed makes a request for more information about your service. They're interested in what you have to offer and want to get in touch with you, request a quote or receive a brochure. LinkedIn is currently one of the best automated prospecting tools in the world.

How does automated prospecting work?

First of all, to use automated prospecting, there are dedicated tools like LinkedIn. Prospecting may seem easy compared with telephone prospecting. However, it requires all the subtleties of the first human contact, which can be more difficult whether on LinkedIn or elsewhere. The main objectives of automated prospecting are :

• optimising visibility,
• be recognised as a professional in a sector of activity,
• finding and identifying new prospects,
• build a relationship with its prospects,
• retention of existing customers.
  

In this case, the key to success is to understand how it works. Salespeople and companies that engage in automated prospecting need good software. In the B2B sector, this is the key tool for success.

After choosing your software, you must first determine all the different targets you want to catch. List all the opportunities synthetically. Then it is advisable to prioritise them to formalise the targets. There is no point in wasting time with useless discussions. To automate your B2B sales prospecting efficiently, the "keyword" criteria box allows you to find any word, anywhere in the profile you are looking for.  

Automating prospecting means creating personalized scenarios for sending and receiving messages via software. It must adapt to the specificities of social network messaging. It can also be used at any time to initiate or relaunch a discussion with a prospect. To succeed with automated prospecting, it's important to study user behavior. A good sense of organization is also important to manage all automated elements. 

What are the advantages of automated prospecting?

Automated sales prospecting offers many advantages.

Saving time

Time saving is the main advantage of automated prospecting. The marketing or sales team in charge of prospecting works upstream to create scenarios. But once the scenarios are finished, the rest is done automatically. Thus, professionals will only have to focus on hot or mature leads to promote conversion. Less mature prospects continue to be solicited with a good message.

Less prospect loss

Time saving is the main advantage of automated prospecting. The marketing or sales team in charge of prospecting works upstream to create scenarios. But once the scenarios are finished, the rest is done automatically. Thus, professionals will only have to focus on hot or mature leads to promote conversion. Less mature prospects continue to be solicited with a good message.

Adaptation and customisation

The interest of automated prospecting scenarios is particularly related to personalisation. Indeed, the scenarios can be personalised so that they adapt to the behaviour of the lead, such as clicking on the email or filling in activities. They can also be personalised according to other criteria such as business sectors, number of employees, needs and others. The possibilities are vast depending on your internal strategy and targeting.   

Finding qualified prospects is a major challenge for B2B companies. But traditional prospecting can get in the way, as it requires a lengthy process to find an email address. That's why you need automated prospecting. My Name Is Bond and its team can help.