Here’s How Customer Targeting Helps You Generate B2B Sales Leads

by Rutuja shah Digital Marketing

It is imperative for businesses to have their target audience well defined, especially for B2B customers. If you are selling a niche product or service, developing a list of targeted customers will help you to communicate with the right people. However, a lot of companies skip this essential step.

Many companies fail to convert their B2B sales leads simply because they do not have a credible targeting list. One has to put in a lot of time and effort to build a prospect list. Although it is a challenging task, business owners can’t afford to ignore this.

Here are 5 reasons why a business should have a targeted prospect list:

Reaching the Right Audience

Having a target audience is vital. When you don’t know your prospective customers, you reach out to the wrong people. The messaging in your ad campaigns become generic for all audiences, as a result of which your conversion rate suffers. It not only results in a lack of business opportunities but also renders all your marketing costs and time impractical.

Furthermore, when one hasn’t made a list of their prospective customers, marketing strategies like email marketing or telemarketing tend to fail.

Unable to Provide a Solution:

If you do not have a thorough knowledge of the needs and wants of your audience, you won’t know the challenges they face. Thus, providing a suitable solution to your prospects will be difficult. Needless to say, the best way to increase sales is by solving your prospect’s problems through your product.

Product Positioning:

Without knowing the target audience and their issues, you won’t be able to appropriately position your product in the market. Knowing your customers’ needs and wants will help you understand how they would want to perceive your product.

Make a Connection with the Prospects

To make your product or service connect with people, you should speak to them the way they interact. Without niche targeting, you cannot understand their lingo, and not using their jargon can act as a barrier between your business and the audience.

Integrate New Features in Your Products/Services
If you know your target customers and their problems, it helps you in developing your products and services. Once you know your buyer persona, you can upgrade your product accordingly.

Wondering how to create a list of B2B sales leads?

I came across a powerful tool: D&B Hoovers. It is owned and developed by Dun & Bradstreet, who have the world’s largest commercial database. Hoovers is a marketing solution that combs through a database of more than 159 million companies and helps you find people who are most likely to buy your product. It uses predictive indicators to identify the right lead, enabling business owners to focus on the right prospects, instead of conducting uncertain marketing calls and meets.


Creating a list of your target audience makes it easier for you to plan a robust marketing strategy. Though it is a daunting task, every business should put in considerable efforts into understanding who your product speaks to.

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About Rutuja shah Innovator   Digital Marketing

16 connections, 2 recommendations, 74 honor points.
Joined APSense since, April 27th, 2018, From Mumbai, India.

Created on Nov 28th 2019 07:16. Viewed 138 times.


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