What is Targeted Prospecting, Why Is It Important & How to Do It the Right Way

As a B2B marketer, you already know that targeting random people with the hope to generate leads doesn’t really work.

To get outcomes, your prospecting should be highly targeted.

Most of the B2B marketers don’t realize: Targeted prospecting isn’t just something to inject into your lead generation process, it’s an end-to-end strategy.

Many B2B marketers and salespeople try to do prospecting just to tick another box; they don’t do any research and spread themselves too thin by selling products to people who are not even interested in them.

That’s just a waste of time, money, and other resources.

The good news? There’s a solution for that!

To make your prospecting highly targeted, you need a process, an approach, and a LinkedIn automation tool that can make it happen.

Before we dig in further, let’s understand what exactly is targeted prospecting?

LinkedIn is the largest professional network with more than 740 million prospects and soon it will cross 1 billion. That’s a lot of people! These people are not associated with a single industry or business type but with every business sector, industry, or niche type possible.

This means a lot of potential leads if you connect with the right people.

So, when you start prospecting on LinkedIn using the best LinkedIn automation tools or manually, you need to filter out the people you want to connect with.

Why so many salespeople fail at prospecting is because they view prospecting as a number game. They run campaigns using LinkedIn automation tools and prospect people blindly.

They think that the more people they reach out to or send connection requests and messages, the more conversations they can have and the more deals they will eventually sign.

So instead of using advanced LinkedIn automation tools to find ideal prospects and personalize their outreach, they use these tools to blast generic and templated messages with the same script every single time.

First of all, this is something terrible that you do to your prospects. They not only reject you but may also flag your account as spam.

Instead of wasting your important time and using LinkedIn automation tools to send hundreds of connect requests and messages to random people, act wisely.

Allocate your precious time to identify the right people for your business. With the latest LinkedIn automation tools, you can save a lot of time as these tools list out the right prospects that can be your potential clients.

Advanced LinkedIn automation tools come with advanced filters that help you reach out to the right prospects only that stand the highest chance of becoming your happy customers.

80% of the prospects have acknowledged that prospecting is one of the biggest challenges for them. And it’s definitely not hard to see why.

Traditional prospecting includes practices like using LinkedIn automation tools to send connection requests and messages to thousands of prospects without any filtration.

Targeted or precise prospecting means doing research, identifying the right people, and then reaching them out using the best LinkedIn automation tools.

Let’s consider two cases in this scenario:

Case 1: John is a salesperson who uses LinkedIn automation tools to generate leads. He uses the tools to extract the email addresses of the people and then sends templated and scripted emails to a great number of people using the LinkedIn automation tool.

He got no significant acceptance and response rate.

Case 2: Sarah is also a salesperson who uses LinkedIn automation tools but in a very different way. She uses LinkedIn automation tools to extract the list of industry-specific people and then collect specific details about them. She uses the collected data to run highly targeted and personalized campaigns. Unlike John, she doesn’t reach out to thousands of people but only those who can be potential clients.

Result: She got an impressive acceptance and response rate.

Here are some benefits of laser targeting your prospects:

A better response rate: When you use LinkedIn automation tools to connect and message the right people, there are more chances of getting a higher response rate.

No spamming: Sending connect requests and messages to random people often leads to spamming as more and more people will flag your account as “I don’t know this person.”

Better Closing Rates: Focusing on high-value prospects will definitely result in a higher closing rate.

  • A truly targeted prospecting strategy starts with understanding who do you want to find or target, in other words, who is your target audience.
  • The next step is choosing the right LinkedIn automation tools to dive deeper into the prospects.
  • Make sure you choose the latest LinkedIn automation tool that comes with advanced filters.
  • Make a plan of what type of marketing strategies or messages will grab the prospect’s attention.
  • Don’t throw one-size-fits-all tactics at thousands of different types of prospects.
  • Make sure you start with a small and more targeted prospecting list to focus on the ones that can be your potential customers.
  • When using LinkedIn automation tools for targeted prospecting, make sure your campaigns are built around your objectives, that’s when you’ll be able to land on the right profiles.
  • Use the right and highly targeted ‘Keywords’ because the right keywords will help you reach out to the right people.

By now, you’d have understood that spray and pray prospecting doesn’t work anymore.

If you want to generate leads successfully, you first need to fix your prospecting errors. The above-mentioned guidelines will help you make the best and result-orienting prospecting strategies.

If you want to do targeted prospecting, try your hands at LinkedCamp, which is a cloud based LinkedIn automation tool. It has all the amazing features to laser target the profiles and finds you only the best and potential leads. Want to know how? You can book your free demo anytime.

I am a passionate content marketer and love to write on technology.