Outreaching to potential clients is an essential aspect of any successful B2B marketing strategy. At Sortlist, we provide businesses with a unique opportunity to identify companies actively looking for services like theirs.
But identifying companies that may be interested in your services is only the first step. You need to reach out to these companies and convince them to work with you.
In this article, we'll provide some tips on how to master B2B outreach using the identified companies provided by Sortlist.
🕵️ Identify the Right Decision Maker
Identifying the right decision maker within the target company is critical to the success of any outreach campaign. In many cases, you may have access to the company's information, such as their website or LinkedIn page, which can help you identify the relevant decision maker or department.
It's essential to reach out to the person who has the power to make a decision about the services you're offering. If you're reaching out to the wrong person, your efforts will likely be in vain, and you'll waste valuable time and resources.
💡Here are some steps you can take to identify the right decision maker
Research the company's hierarchy: Before reaching out to a company, research their organizational structure and identify the different departments and key stakeholders within the company. This can help you understand the decision-making process and who has the authority to make a final decision.
Use LinkedIn: LinkedIn is a powerful tool for identifying decision makers within a target company. Use LinkedIn's search function to look for individuals with job titles that match the decision-making roles you're targeting, such as CEO, CMO, or Head of Marketing.
Look for clues on the company's website: Look for information on the company's website that can help you identify the right decision maker, such as the "About Us" page, team bios, or press releases. You may also find clues in job postings or company news that can help you identify the relevant department or decision maker.
Leverage your network: Reach out to your network and ask if they have any contacts within the target company. They may be able to introduce you to the right decision maker or provide valuable insights into the company's decision-making process.
By taking the time to identify the right decision maker, you can increase your chances of success and ensure that your outreach efforts are targeted and effective.
🥸 Research the Company
Before reaching out to a company, ensure that you have done your research. With the information provided by Sortlist, you can understand the location, services, and needs of the identified companies. Make sure you are familiar with the industry they are operating in and identify their competitors. The more research you do, the more customized and personalized your message will be.
💡Some tips on how to run a research before outreaching a company
Review their website: Look for information on the company's website that can give you a sense of their products and services, values, and overall brand image.
Check out their social media profiles: Review the company's social media profiles, such as LinkedIn, Twitter, and Facebook, to see what types of content they share and how they engage with their followers.
Read news articles and press releases: Conduct a search for news articles and press releases about the company to get a sense of their recent activities and any major announcements they may have made.
🧩 Personalize Your Messaging
Personalization is key when reaching out to identified companies. Make sure you're using the information provided about the company's location and the services they're looking for to tailor your message. Your goal is to show that you understand their needs and can provide the solutions they're looking for.
In addition to identifying the decision maker, it's also important to ensure that your messaging and tone are appropriate for the target company and their industry. This will help establish credibility and build trust, making it more likely that the decision maker will consider your services.
💡Some tips on how to master personalisation
Use social media platforms, such as LinkedIn and Twitter, to research and learn more about the company and decision-maker you're reaching out to. This will help you tailor your messaging and show that you understand their business.
Use personalization tools, such as mail merge or dynamic fields, to automatically insert the recipient's name, company name, or other relevant details into your message.
Consider using video messages or personalized landing pages to further enhance your personalization efforts and make a lasting impression.
📡 Use Multiple Communication Channels
Using multiple channels is essential in outreaching. With the identified companies provided by Sortlist, you can reach out to them through various channels. You can send an email, follow up with a phone call, or send a message on LinkedIn. It's essential to understand the preferred mode of communication for the person you are reaching out to. Using multiple channels can help you reach more prospects and improve your chances of success.
💡Some tips on how to use different channels and touchpoints
Prioritize the communication channels that your target audience is most active on, such as email or LinkedIn. Use other channels, such as phone or social media, as a secondary option.
A/B test your messaging and communication channels to determine which ones are most effective for your target audience.
Consider using a multi-touch outreach strategy, where you use a combination of channels and messages to reach your target audience at different stages of the buying process.
🥊 Keep it Brief
Keep your message short and to the point. Ensure that your message is clear and straightforward, and avoid using jargon. Remember, your prospect receives multiple outreach messages every day, so it's essential to grab their attention quickly. Keep your message brief, and focus on highlighting the value that you can offer.
💡Some tips on how to go straight to the point
Use clear, concise language that gets straight to the point.
Use bullet points or numbered lists to break up long paragraphs and make your message easier to read.
Focus on the benefits of your service rather than the features.
😇 Be Persistent but Not Pushy
Outreach can be a delicate balance between being persistent and being pushy. It's essential to follow up on your initial outreach efforts, but you don't want to come across as overly aggressive or desperate.
A good rule of thumb is to follow up once or twice within a reasonable time frame, such as a week or two. If you don't hear back after that, it's usually best to move on to other identified companies and focus your efforts elsewhere.
💡Some tips on how drive interest without being pushy
Use a follow-up schedule to keep track of your outreach efforts and ensure that you follow up at appropriate intervals.
Consider using a soft touch approach, where you offer something of value to the prospect, such as a relevant article or whitepaper.
Use social proof to demonstrate the value of your service, such as customer reviews on your Sortlist profile.
In conclusion, outreaching to identified companies is a valuable opportunity to convert potential clients into loyal customers. By personalizing your messaging, identifying the right decision maker, using multiple communication channels, doing your research, keeping your message brief, and being persistent but not pushy, you can significantly increase your chances of success.