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Sales Prospecting Problems – SOLVED with eMail-Prospector

Sales Prospecting Problems – SOLVED with eMail-Prospector

Clinton Rozario

Clinton Rozario

Product Manager at eGrabber
Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.
Clinton Rozario

eMail-Prospector is a rapid email finding software for the PC that finds business email address of anybody in any company. Now you can connect to any prospect in seconds.

Here are common problems that sales people face, that eMail-Prospector solves…

 

1. Get email address of prospects on LinkedIn

I’m a Huge Fan of LinkedIn! It allows you to find the right people at the right companies very quickly. LinkedIn’s advanced search has filters that get you very accurate results.

However, in the LinkedIn search results, there are no email addresses.

You have to wait for people to respond to your connection request or your InMail – and that could take a very long time. Your best bet is to send an email to their business inbox. Searching for VP Sales in LinkedIn Linkedn_Search_-_email_address_found

Type in the name and company of your prospect into the eMail-Prospector. And it quickly finds their business email address!

 

2. Connect to difficult-to-catch people on LinkedIn

If you are a heavy user of LinkedIn for business, you have definitely come across this one.

When you attempt to connect to some important people on LinkedIn, you get this screen asking you to supply their email address.

 linkedin ask for email address to connect

This happens because the recipient’s email preferences are set to only receive invitations from members who know their email address.

problem solved - linkedin ask for email address to connect

eMail Prospector will give you their business email address, so you can connect with them through email instead.

 

3. Directly target participants in Discussions – While playing it Safe…

LinkedIn Group discussion are great pleaces to find your target prospects. People who participate in discussions by commenting and Like’g maybe the ones interested in what you are selling !

LinkedIn discussion - can't get email address of participants

However, you cannot self-promote your product or service on a lot of discussion boards. You could be kicked out of the group if you do. Or worse, your reputation in the group could be destroyed in full public view.

LinkedIn discussion - can't self promote on discussions - solved with eMail prospector

Use eMail-Prospector to find their business email addresses and contact them directly in their inbox! This way, you can eliminate the risk of being kicked out of the group.

Expert Tip: In your email, you can quote what your prospect said in the group discussion and increase your chance of a positive reply.

 

4. Directly connect to Management at your Target Accounts

If you have a company you want to target and you want to reach someone in the management, one of the best places to look for them is the company website.

targeting a management team - no email address

However, you will not find their contact information on the webpage.

targeting a management team - no email address - SOLVED with eMail Prospector

eMail-Prospector can give you the email address to connect with them directly.

 

5. Reach out to companies which got funding – they have cash to buy

Companies which just got funding have a lot of money to spend!

A simple google search with the location you target will yield you the companies who are ready to spend their new cash.

 funding articles - need to contact decision maker

 funding articles - need to contact decision maker - solved with email prospector

Use eMail Prospector to congratulate the main people in the news article and pitch them your services / products.

 

6. Book appointments with speakers at conferences – *before* anybody else

If the speakers at conferences are your target market, then you can easily find conferences in your area with a simple google search.

email_of_a_keynote_speaker

Reach out to the speakers and book appointments with them before the conference. That way you can skip the huge line of people trying to get their attention after their speech.

email_of_a_keynote_speaker_-_SOLVED_with_email_prospector

eMail-Prospector can get you their direct email address.

 

7. Re-Connect with visitors to your tradeshow booth

Did they visit your booth and you didn’t get their business card? Did you scan the QR code on their badge and were unplesantly surprised when you didn’t get their email address?

can't get email address on a tradeshow id card

No problem, eMail-Prospector solves that for you now.

can't get email address on a tradeshow id card - solved

8. Recruit Internal Champions and Influencers to win your sales deal

If you are making the complex sale, decision makers are important, however having evangelists are equally important to closing the sale. These internal champions will be the ones who will actually use your product / service, once its deployed. These internal influencers will be facing the actual problem that your product / service solves. Finding these influencers is easier, once you look around in the “People Also Viewed” section of LinkedIn.

finding internal influencers

Here’s how to do it: do a LinkedIn search for employees working in that target company. Then open up the first result, and scroll down. On the right hand side of the page, you will find the “People Also Viewed” section. These are people who are highly connected and active on LinkedIn, from that company. Chances are, they are highly connected ‘inside’ the company as well. Look for your champions in this list.

connecting to an influencer

Connect to these evangelists and get them to internally endorse you – increase your chances of closing the deal.

 

9. Reach newly Hired Decision Makers – before your competition does

Every account rep knows that when executives and sponsors change, there’s an opportunity to break into an account, or worse, lose the account to competition.

how to find new executive changes

No email list provider in the world has the email address of someone who joined yesterday. But that shouldn’t stop you from ringing in new business..

get email address of new hires

Put the new hire’s name and company inside eMail Prospector and reach out with a congratulatory note now!

 

10. Increase booth traffic – Send Pre-Conference Marketing emails to Attendees

Sending traffic to your conference booth is critical to success at tradeshows. But why should you only rely on those walking by?

Sending out a compelling invite to attendees a few days before the event is a sure-fire way of increasing booth traffic – people are ‘expecting’ to see you at the conference – even if they don’t reply to your email.

how to get email address of conference attendees

Did you only get the names of people who registered for the conference?

dont have email address of conference attendees

Drop those names and companies into the eMail Prospector and get email addresses. Now you can send out those invites in minutes.

 

11. Add eMail address to Shipping Address Lists – Double sales and Cut communication costs

If you are an Amazon or eBay seller, you don’t get email addresses of the corporate customers you ship to. You only have the Shipping Address that the online retailer gives you.

If you had their email address, you could email them details of other products you have, and possibly double your sales!

After all, email is many times cheaper than sending marketing material in the physical form.

 

12. Conduct Background checks on candidates – from those who recommended them on LinkedIn

Trying to hire the next Top Performing star-employee? Well, you need to be sure that you are making the right choice!

background checking candidates on linkedin

Look at the people who recommended them on LinkedIn. Write to them directly and ask them for feedback on your candidate.

how to get email address for background check

Use eMail-Prospector to get their email address.

 

13. Find More people like your Best Customers

Have you used the “People Similar to..” feature in LinkedIn?

If you haven’t, here’s what you could do… open the LinkedIn profile of your best customers, and scroll down to the “People Similar To…” section in the profle. You will find it on the right hand side. How to find more highly targeted customers

All these are possible future prospects! LinkedIn has some smarts in suggesting these people.

Find people similar to your best customers

Reach out to them via email, with a few references and case studies!

 

14. Find New Customers among your College Alumni

Did you know of LinkedIn’s Alumni Search? This powerful search brings up profiles of people who studied in your college.

There are some amazing filters to find your prospective customers among your college alumni.

Using LinkedIn Alumni Search feature

And the interesting part…? You can search the alumni of ANY college, not only your own!

How to find where your alumni are working

Use eMail-Prospector to reach out to them.

How to get alumni email address

 

15. Find more prospects who have the same skill sets as your Best Customers

And did you know of LinkedIn’s Skill Search? This new and re-vamped search allows you to find people based on their field of study.

How to find people with a particular skill set

So, lets say, your best prospects are those who have specialized in Sales and Sales Operations. You just plug that in and you have a fantastic list! Again, with a bundle of powerful filters.

How to find prospects with a skill set or field of study

What better way to get their email address, than with eMail-Prospector?

Find email of your best prospects

 

16. Get Leads in your email Inbox everyday

Did you know you could setup Saved LinkedIn Searches?

When you do that, LinkedIn will email you matching profiles. So here, I was searching for CEOs in the “Cloud” space, I got this email from LinkedIn.

LinkedIn Saved Searches - use for lead generation

Now that’s leads in my mailbox everyday!

How to get email address of linkedin alerts

Reach out to them with your best pitch…

 

17. Get to executives who invest in start-ups

If selling to executives with a lot of money, or even angel investors, then there are lots of websites like Angel.co available

How to find angel investors

How to email angel investor list

eMail-Prospector can get you in their busines mailbox, and get their attention.

 

 

… and more…

  • Implement Email-Finding best practices across your Internet Research team.
  • Enhance lead quality before you hand over to sales.
  • Org-Chart didn’t give you an email address? Get it in one click.
  • Gatekeeper gave you a Decision Maker’s name? Their Email address is a click away.
  • Spend more time closing deals. Eliminate email research from your tasks.
  • Empower your sales people to make their own leads and not rely on marketing / lead gen team
  • Free yourself for searching for email addresses manually.

 

There are so many uses of eMail Prospector..

Start Download your 7 Days FREE Trial Now!

 

 

How to Do Prospect Research – For Better Sales Calls and Improved Conversions

How to Do Prospect Research – For Better Sales Calls and Improved Conversions

Nishi Kanth

Nishi Kanth

Product Marketing Manager and Prospecting Expert at eGrabber Inc
I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.
Nishi Kanth

In our last blog, we saw how you can leverage social networks to identify and contact C-Level decision makers in your prospective companies. You saw a few techniques on how you can leverage LinkedIn to establish an initial contact and thereon continue the dialogue over your prospect’s business email.

Let us now try and understand what you need to do once your prospect is ready to hear your proposition. One of the most common mistakes that sales professionals commit is to try and make every sales call the same. We must realize that your prospects may be similar, but are not the same. Hence every sales call you make needs to be different and tailor-made to the individual needs of your prospect. The end objective of any sales call is to propose a solution that the prospect wants, but not the one that you have.

Follow these simple steps to make your sales call a worthy one.

Know Your Prospect

One of the key steps in sales prospecting is to gather as much information as possible about your prospect. You need to get a 360 degree view of your prospect, the industry they operate in, their target customers, their possible business challenges, their growth plans and so on. By being well informed of the prospect, you have better chances of having the prospect hear you better. A few places where you can find some information about your prospects are being presented below. This is not an exhaustive list, but a good starting point, for sure.

Research The Company

Company website – You need to understand your prospect’s line of business, what is their business objective, what could be their biggest challenge and what is their value proposition to their customers, and how you will contribute in helping them achieve their business goals.

Examine who their customers are, what problem of their customers are your prospects trying to address, and how can you help them in solving those problems. By having all this handy, your sales call will turn out to be more of a requirements gathering meeting than a typical pitching.

Research the Professional Side of the Decision Maker

LinkedIn profiles – One of the key forums that sales professionals need to leverage in a B2B prospecting framework is LinkedIn. A LinkedIn profile will tell you what kind of a person your prospect is. Read through the profile. Observe the groups subscribed to; read the discussions where you see some participation, see if you have some common connections who can write a nice line about you even before the meeting. Examine if your prospect is asking questions pertaining to some challenge and if you can solve that challenge. All these small things make you more familiar to your prospect even before the call. You would have figured out your call opening statement.

Research the Personal Side of the Decision Maker

Blogs– Sales prospecting can be more meaningful when you also know what kind of a person your prospect is. If your prospect is a blogger, it is worth spending time reading through those blogs. The choice of words will give you an idea on how you should moderate the call with your prospect. If the content is extremely professional and brief to the point, you should adopt the same strategy during your call / meeting. If you find liberal dosages of humour, you can adopt a more friendly approach. A nice way to start the conversation would be to congratulate your prospect for a recent achievement.

The Smart Way

We have a fantastic prospect research tool – eGrabber eMail Prospector – that will get you the business information about any prospect from any nook and corner of the Internet. The best part about this is it can get you the business email and phone of the prospect in a jiffy. This means your time to research and search for information about your prospect is significantly cut down and you have more time to focus on preparing for every call.

Experience the tool

In a nutshell, research well, talk to your prospect in his language and make “prospect research” a part of your working style. Believe me, your prospects will enjoy talking to you and your sales become a cake walk.

Happy Selling!!

Start Download your 7 Days FREE Trial Now!

About MeI am passionate about helping clients in building a workable prospect funnel. I can help people micro target and gain better results of the campaigns. I have experience across the entire breadth of sales and marketing functions. I use a combination of time tested and disruptive methods to increase the lead funnel of any organization.

 

Expert Webinar:LinkedIn® Sales Success in 20 Minutes a Day by Kurt Shaver

Expert Webinar:LinkedIn® Sales Success in 20 Minutes a Day by Kurt Shaver

Yuno's alarm clock ? No, it's mine.One of the biggest challenges we all come up against is time – especially when it comes to our own skills development. We’re creatures of habit. And when our habits are good, our results are excellent. And when our habits are bad? Well, you get the picture.

If you’re serious about using LinkedIn to make more money through sales then you need to make it a habit. And the best way to develop this particular habit is to make it a part of your daily routine.

After training thousands of sales people on how to use LinkedIn effectively over the last couple of years, I have refined a daily LinkedIn routine that I want to share with you.

The webinar on April 17th is going to show you how, in just 20 minutes a day, you can achieve maximum results.

View the webinar recording if you had missed it !!

What will you see in this webinar
– The Top 3 Things To Check On Linkedin Every Day.
– The Easiest Way To Strengthen Your Existing Relationships.
– How to build prospect lists from online groups.
– How to manage lists easily with eGrabber’s tools.

That was genuinely the most valuable use of 30 minutes
I have spent in a very long time. Thank you!
–  Tania Sheppard, Director of Sales, Tivix, Inc.
How to do sales prospecting in just a few seconds?

How to do sales prospecting in just a few seconds?

How to do prospecting in few seconds?

Successful sales people spend a lot of time finding new prospects, researching them on the Internet and finding their contact information. Eventually it leaves them with very little selling time.

For example, you came across a company who could be your potential customer and you want to reach the decision maker in that company.

Most of the times, you would only find their names and you cannot find any other contact information on the company websites. So, how do you reach them immediately?

You begin to manually search the Internet to find email address and phone number of the decision maker in that company.

Now, if you were to do this manually for a list of 50 contacts, imagine how much time it would take you to find email addresses & phone numbers of your prospects. This is where a sales prospecting tool such as eMail-Prospector can make all the difference.

eMail-Prospector helps you to instantly find email addresses and phone numbers of your prospects from anywhere on the Internet.

All you need to do is just enter your prospect’s name and company name. eMail-Prospector’s built-in email finding and contact research technology searches the Internet and finds email addresses and phone numbers of your prospects in just a few seconds.

The sales prospecting tool helps you to reach your prospects right away.

Save time on prospecting and sell more.

Start Download your 7 Days FREE Trial Now!