To sign new customers and grow your sales, you need to meet new prospects. The Internet is an essential lever for that, but you still have to know where to look. Here are 8 ways to find qualified prospects on the web. According to a Nigeria Email Database before making a purchase. 53% of them do it to make their decision. However, only 5-10% of leads generated in B2B convert. Such a figure demonstrates the need to better target them to boost sales. Qualification is the key to a successful prospecting strategy. And in this approach, there is no lack of digital spaces! On the web, there are many sources for finding, contacting, and building a relationship with your potential customers.
In this article, learn how to find qualified B2B leads. A qualified prospect is characterized by maturity. Even if it is still in the reflection phase, it stands out for: His real need for a solution: he actively seeks a tool, a service, or a provider to solve a problem, answer a question, improve a bad situation or fill a gap in his business. Its decision-making power: in B2B, the qualified prospect is generally a decision-maker or a prescriber. He has the necessary authority to engage with a company. His sense of urgency: he knows it is important to create change as quickly as possible. His confidence in you, in your business, or in your product: he knows you can achieve the results you want. His listening: he is ready to meet you and listen to your offer with an open mind.
The 5 characteristics of a qualified B2B prospect
Do you think this qualified prospect is a unicorn? Error! It does exist. However, it is necessary to find him and above all, to maintain the first relationship of trust with him. No prospect will have all 5 characteristics from the start. The objective is to find a potential buyer who already ticks the first 2 points (the need and the decision-maker status), to make him understand the urgency of the situation (point 3) to make him want to trust you and listen to you (points 4 and 5)! For that, the Lead Nurturing strategy should please you. As has been said, professionals essentially turn to the web to find solutions that meet their needs. To find qualified prospects, if need be identified, urgent and feasible, here are 8 sources to test!
75% of B2B buyers and 84% of business leaders are influenced by social media when making a purchasing decision. Why is LinkedIn interesting for your B2B prospecting? 94% of B2B companies say LinkedIn is the best social network for finding qualified leads. Logical when you know that LinkedIn is the preferred meeting place for professionals, industry leaders, and even your competitors. Engaging on this B2B social network, therefore, makes it possible to find and establish relationships with quality prospects. How do you find qualified prospects on LinkedIn? To find qualified prospects on the social network, you can use its advanced search. In the search bar, you can enter different queries and apply filters to make your results more precise.
8 ways to find qualified B2B prospects on the internet
Thanks to Boolean Search, you have the possibility of enriching your searches to qualify your prospects more precisely. For example, by adding NOT before a term, you can exclude it from your results, while using AND, you combine items. You can also use OR and the (.) To apply multiple filters. Say your typical buyer persona is a corporate payroll manager. You can type the query “payroll manager OR payroll manager OR payroll manager” and get these results: Find qualified prospects on the internet – example 1. You will then be able to select other filters to refine the results. LinkedIn offers a section containing other criteria: specific companies, schools, sectors of activity, level of relationship, etc.
Find qualified prospects on the internet – example 2. Les Social Media Ads. Social networks offer another powerful way to find qualified prospects for your business: advertisements! Of course, we mainly talked about LinkedIn in the previous point, but depending on your target and your activity, you can also be present on Facebook, Instagram, or Twitter. In any case, these social networks have an advertising network! Why are Social Media Ads relevant for your B2B prospecting? Social Media Ads broaden your visibility while offering very precise targeting criteria. In addition, the advertising networks of social networks offer a whole range of formats to meet each of your objectives. And of course, the lead acquisition is one of them, like LinkedIn’s Lead Gen Ads and InMails or Facebook lead ads.