How to Build a Quality Lead List for B2B Prospecting in Bakersfield
If you’re like most business owners, you’re always looking for new ways to drum up business. Sales is, after all, the lifeblood of your business. In this article, we will show you how to quickly build a lead list you can reach out to and try to bring in new business through business-to-business prospecting.
What is Prospecting?
If you’ve ever worked in sales, you’ve probably heard the term “prospecting.” Prospecting is a term used both in mining and sales, and ironically, even though these industries are nothing alike, the term applies the same way. When prospecting in mining, you’re searching for minerals, and when you’re prospecting in business, you’re searching for leads. The first part of prospecting is putting together a “lead list.”
Define Your Target Market and Create a Customer Avatar
The first step in business-to-business prospecting is to define your target market. Knowing your ideal client helps you focus on the businesses most likely to need and want your services. Creating a customer avatar can be helpful in identifying the demographics, psychographics, and firmographics of your ideal client.
Where Can You Find a Lead List?
You can find lead lists in a lot of places! There are companies that exist specifically to sell you lists full of businesses that match your criteria. Take for instance, InfoUSA.com. InfoUSA.com will allow you to set your criteria and purchase a list of thousands of businesses for you to contact and try to sell your products and services to. The costs for a list range from $99 and up, depending on the number of businesses and the criteria you use to find them.
Free Lead Lists
You can also find free lead lists. Some city and county governments produce lists each month of new businesses just starting up. For example, in Bakersfield, California, you can find the City of Bakersfield Business Licensing list or visit the Kern County Fictitious Business Name Directory. If you would like to turn the City of Bakersfield list into a spreadsheet you can use for other purposes, just follow these instructions:
Download the PDF forms from the City of Bakersfield website.
Head over to list.enspyredigital.com and use the following credentials: username: charles password: mylistapp
Upload the PDF forms and click “Submit.”
Business Directories
You can quickly find a list of established businesses on Google, Yelp, and other local business directories. In fact, the Greater Bakersfield Chamber of Commerce has a public directory of local businesses with contact information!
Join Business Networking Groups
One of the best ways to connect with other businesses in your area is to join a business networking group. In Bakersfield, there are several groups to choose from, including Business Networking International (BNI) and Bakersfield Business Networking (BBN). These groups offer a great opportunity to meet other local business owners, exchange business cards, and potentially find new clients.
Attend Chamber of Commerce Events
The Greater Bakersfield Chamber of Commerce hosts a variety of events throughout the year, including mixers, luncheons, and galas. Attending these events can provide an excellent opportunity to connect with other businesses and network with potential clients.
Host Your Own Networking Events
Consider hosting your own networking events at local event halls or places where businesses might host meetings. This can be a great way to meet other business owners in a relaxed setting and potentially find new clients.
Stay Informed on Industry Events and News Media Stations
Keeping up with industry events and news media stations can help you stay informed about the latest trends, regulations, and changes in your industry. This can be helpful in targeting potential clients that may have a need for your services.
Now that you have a solid lead list, it’s time to start reaching out to potential clients. One effective way to do this is through email campaigns. Craft a well-written email that highlights the benefits of your product or service and personalize it to each recipient. You can use tools like Mailchimp or Constant Contact to automate your email campaigns and track your open and click-through rates.
Linkedin Outreach
Another approach is to use LinkedIn to reach out to potential clients. LinkedIn is a powerful networking tool that allows you to connect with other professionals in your industry. You can use LinkedIn Sales Navigator to find leads and create customized lists based on specific criteria, such as location, industry, or company size. Once you’ve found potential leads, you can reach out to them with a personalized message and start building a relationship.
Keep Your Follow-up Game Strong
Finally, don’t forget to follow up with your leads regularly. Many businesses make the mistake of not following up enough, but persistence is key to successful prospecting. You can use a CRM system like Salesforce or HubSpot to keep track of your leads and automate your follow-up emails and calls.
In conclusion, prospecting is a critical component of any B2B marketing strategy. By defining your target market, creating a customer avatar, and building a solid lead list, you can identify potential clients and start building relationships that lead to long-term business partnerships. With the right tools and a little persistence, you can turn your prospecting efforts into a reliable source of new business.