Engaging the right audience at the right time

by Rutuja shah Digital Marketing

Who is the target audience?

It is essential to know whom to target, to have effective sales. You may find a lot of prospects, but not all have the decision power to make a purchase. Hence, it is crucial that you find the right target audience and stay away from false leads.

People assume that the information they are getting is appropriate and don't bother to cross-verify. As a lot of information is readily available on the internet and social networking platforms, gathering data has become very easy. The lack of trusted sources for prospect data however, are making companies miss significant opportunities. Sales teams often don't realize that they are wasting a lot of their time gathering data which is not reliable. Any information that is not accurate and complete, can turn out to be a significant block, rather than being an enabler your business.

When is the right time to contact?

Targeting the right set of audience at the right time is the biggest challenge for B2B selling. Unidentified sellers send numerous emails to prospects in the hope of finding a customer who can make purchasing decisions. For a sales associate to convert his/her customers, it is essential for them to know where a prospect stands in the buying cycle. One should be quick to reach out when a customer is paying attention and grab that opportunity to target them.

The best time to approach your prospects and get a B2B sales lead is when there is a business event like a product launch, etc. This is a time where you can engage your prospects and get results at the same time. The sales team should keep a track on the potential customers and be updated about the latest changes in the industry.

What is essential for your potential customers?

Sales teams should always know what their customers want and need. A seller needs to be aware of everything. This will help in pitching the right product to the right set of audience. Not a lot of people entertain cold calls or spam emails from random sellers and doing so can often adversely affect the image of an organization. A prospective customer will turn into a loyal customer only if they see potential in your product.

Having a personalized connection with your customers is extremely crucial as it helps in setting your USP. This makes you different from your competitors. To do this, you need to thoroughly understand the needs and wants of your customers at every single point of time.