When you’re conducting your sales outreach, how many prospects do you typically reach in one week? There’s no “right” or “wrong” number here, but we have seen that the number that typically hits the sweet spot of a 1-2% response rate is approximately 700 prospects per week.
Reaching this many people allows you to close more deals, just based on the sheer quantity of people you’re contacting. The more people you contact, the more deals you close. Keep in mind this assumes that you have completed the steps outlined below. Additionally, you’ll be able to streamline your lead qualification process.
As you start talking to more and more people, you’ll eventually figure out the patterns of conversation that determine if the person is qualified or not, and you’ll start to recognize them faster, allowing you to close more deals in the long run as you stop wasting time with unqualified leads.
Luckily, we’ve established an easy three-step process that will help you reach more prospects, allow you to close more deals and streamline your lead qualification process. Read on to find out how!
Step 1: Define your target market and buyer personas
Your target market and buyer persona definition isn’t just your marketing team’s responsibility. Start by formulating a deep understanding about who you’re trying to reach: who are your buyers are on a personal level (such as their hobbies, interests, and career), what drives them, and what goals do they have? With this information you’ll be able to tailor the conversation to them more easily and narrow down your contact segment.
The more you know about who they are and how to connect with them, the easier it will be to find them. Once you know where to look, that is!
Step 2: Gather your information from a variety of sources
Now that you know exactly who you should be looking for, you can begin to compile your list. But don’t just think mining a LinkedIn search will bring up enough individuals to consistently reach out to 700 people per week. If you want to increase your volume, you need to broaden your sources. Utilize your personal and business networks along with national databases to compile your list. It may seem daunting to reach that many people, but it’s doable!
You’ll also need to make sure you’ve narrowed in on the criteria that matters most. Think about your personas: how can they be found? Is it by searching their job title, their industry, or by company, or would you find them through some sort of demographic or psychographic criteria? Thinking through these criteria as you’re mining your leads can help you build a more targeted contact list.
Step 3: Acknowledge you can’t do it alone
700 prospects is a lot of people to reach out to, but automation tools can make it much more manageable! Once you’ve prepared your target personas and have a well-crafted idea of who it is you want to reach, you can automate the process to get it done with ease and speed, and to help your team maximize productivity .
- You could hire an outsourced, online virtual assistant to help you mine contacts during step 2;
- You could use an on-demand callforce to help you make discovery or qualification calls, and hit your target of 700 prospects per week, quicker, more easily, and done by a team of trained professionals.
If you want to get serious about reaching a large number of prospects each week, you’ll need to be prepared for all the legwork going into it. Don’t rush this process! Thoroughly researching your buyer personas, using a wide array of sources to gather contact information, and enlisting help from a callforce are essential if you want to pull in more qualified leads and see better results.
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