To do this, always carry out a study of your personae . Carry out not only a quantitative study, but also a qualitative study of them. This will allow you to collect as much information as possible about them (age, gender, location, profession, consumption habits, etc.). Subsequently, you will then be able to more easily analyze their opinions and behaviors and, above all, know their needs precisely .

You will have understood. Carrying out a study of your personae will allow you to have a more precise idea of ​​your ideal customers. Once this study is done, you will therefore

only have to identify your interlocutors

As a reminder, in the context of BtoB sales, your prospecting targets will have to be identified in relation to their function . It is therefore up to you to choose between contacting marketing managers, technical managers or project specific database by industry  managers within a company for example.

To be able to quickly select and contact these different managers, consider using a good database . If yours is not yet solid enough, platforms like

Know that by carrying out good targeting, you will increase your chances of directly contacting the right people . This will also give you the opportunity to better adapt your arguments to the needs of your targets. In short, what better way to convince them and hope to conclude your sales.

your offer rather than on the needs and problems of your prospects

If your posts have mostly focused on the features or functionalities of your products, don’t expect to close any sales. After all, with this kind of content, you won’t convince anyone.

The fact is that today, what B2B prospects want is above all to have the certainty that your products or services will be able to solve their problems . Instead of boasting about the qualities of your products, in your messages, make them understand first of all what you can really do for them and the reasons why they should absolutely do business with you .

In addition, during your first exchanges, always make sure to establish a real relationship of trust with your prospects . If they ask you questions, always answer them clearly and precisely. Thus, once convinced and reassured, it is quite natural that they will buy from you.

Mistake #3: Not personalizing your offers based on your prospects
If you really want to close more sales, avoid sending the same messages to your prospects . Instead, send them personalized and contextualized messages. This way, you will be able to more easily enter into an interpersonal relationship with them, which will then increase your power of persuasion.

Also, know that personalizing your messages will be the best way to show your interlocutors that you have taken the time to research them . Through these messages, you will also be able to let them know that you have indeed taken note of their needs and their challenges before deciding to offer them your solutions.

When you write your next prospecting emails, think about adding variables such as your contact’s name, their position, or their sector of activity. These will certainly be small details, but they can make a big difference.