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Growth Hacking: the key to successful business development

Successful commercial prospecting: good practices

Build up quality contact lists, enriching them to contact prospects at the right time and with the right message...

These are essential steps to build its commercial actions on a solid foundation and obtain results quickly.

How to build a quality prospect base

The Sales team database is its backbone. It has to be as straight!

Evermore obsolete data

up-to-date B2B contacts is essential
When you see your database is obsolete!

A few years ago, the obsolescence rate of client databases was about 5-10% per year. In 2020, it was instead 25 to 33% of your customer or prospect database that is no longer up to date after one year. 😱

The main reason? The increasing turnover in companies.

That is why today, it is more important to capitalize on people than on the company itself.

If a contact changes companies, all the nurturing work you've built up with him must not go up in smoke.

On the contrary, it's a new way for you to introduce yourself to this new company that probably needs your product or service. This is the ideal time to strengthen customer relations.

Updating and updating your customer or prospect data is therefore essential.

LinkedIn: The essential prospect database

Today, LinkedIn is undoubtedly the best prospect base in France and the world.

Simply because we are all (or almost all) on LinkedIn, and we update our profile every time we change jobs or companies. Don't you?

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So, how to use LinkedIn effectively for prospecting

The principle is quite simple:

  1. Define your persona, target, and segment;
  2. Find profiles via Sales Navigator ;
  3. Retrieve the (public) information of your targeted leads, at least first name, last name, website, and company: PhantomBuster, Captain Data, Lobstr, Dux-Soup
  4. Enriching email data: Dropcontact is today the only solution for data enrichment and correction 100% GDPR compliant πŸ‘Ό
  1. Prospecting in an ultra-personalized way thanks to cold email campaigns: with lemlist for example

Best practices for better email deliverability rates

tips for sending email campaigns

Setting up the SPF, DKIM, and DMARC protocols

The 3 protocols SPF, DKIM, and DMARK are used to certify that the email address and domain name you use for prospecting is authentic and authorized to send emails. You can configure them in the settings of your emailing solution.

You can learn more πŸ‘‰ "[Tuto] How to have an opening rate higher than 70% thanks to the configuration of your domain".

Setting up the custom domain

This is the first thing to do before launching a cold email campaign: make sure you have correctly configured your custom domain in the back office of your emailing service.

Do not put aside Catch-alls emails

There are two types of domains:

  • classic domains: only receive emails with correctly written addresses
  • catch-all domains: receive all emails as long as the domain is well written (so the part following the "@")

Catch-alls may increase your bounce rate very slightly, but it doesn't matter (and it doesn't affect your reputation) in reasonable sending volumes (a few hundred sendings per day).

If you decide not to shoot catch-all, you are depriving yourself of a large pool of potential customers (especially since most large accounts have catch-all domains).

So, you should send your campaigns to catch-all domains and not exclude them from the campaigns!

All you need to know about catch-all is here

Successful cold email campaigns

The key to successful prospecting campaigns, especially in cold email: BE DIFFERENT! πŸ™ƒ

"You want to do some hard-hitting cold email text? Then don't do what you're told to do and make up your signature!"

We all know the "good practices" of emailing: what type of object should we faour, what content for a good click rate, or the optimal day and time to send your campaigns...

We all know them... So the people you're probably talking to...

Likely, an email (however good it may be) following these practices will be identified as a "campaign" and not a dedicated, unique, and personalized email. It's a shame to have optimized all your processes to reach such a conclusion!

Differentiate yourself and stand out from the crowd. Dare not be like everyone else!

be different with your prospecting actions

Prepare your items, your customized content... You are the best placed to know the expectations, the needs of your target, aren't you?

Your sales teams send dozens, even hundreds of emails every day to your customers, prospects, or partners: they know them and have insight into their strategy.

Why not get your salespeople together to brainstorm with them and take stock of which email objects are performing, the most effective acquisition channel, or the messages that are hitting the hardest?

πŸ— With all these keys, you'll be able to open the doors of commercial efficiency!

The added value of the marketing and sales teams is undoubtedly not in copying and pasting emails from prospects, updating databases, or manual integration in the CRM.

Dropcontact is there for that πŸš€

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πŸ€“ To go even further:

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