jul 11, 20218:49 PM - editado ago 12, 202110:41 AM
HubSpot Employee
How do you identify active buyers?
The modern world has a lot of ways for salespeople to find active buyers. What's your favorite way to identify the people who need your product? Share your thoughts in the comments below!
In a world in which we are innundated with information & choice, it is important that as an SDR you are prioritising leads - & that means watching out for those Active Buyers.
But those active buyers are not going to show up at your doorstep asking for you to sell them your product. They may not even know about your product.
Instead, lets leverage what we already know about the ICP & Target Persona. Who is in the discovery phase of their journey and has been visiting your website? Well, if they are signing up for more information from your website then lets go & reach out to them immediately. They are the priority here.
We see they have a need to be solved or a goal to be achieved, so with some research lets find out what they do & how we can help them. Don't worry if this may not be the Key Decision Maker, or if they are in a lower position than your target person, as you may have just found your champion.
But, lets say the company website just isn't getting that traffic. There isn't enough information being derived & you are finding yourself in a dry spell.
Time to get crafty. Let's dive deep into some high value prospects - customers that fit perfectly into our ICP. Let's look for prospects through links, blogs, posts about pain points that our previous customers have faced. Are they engaging, interacting, or following certain pages that signal they may need guidance on resolving an issue they are facing?
First : What social medias are they using? Let's prioritize building the personal brand on those platforms .
Second : Start building credibility by posting insightful and helpful content that is relevant to our ICP. Interact with posts they have interacted with to gain exposure, & ensure to consistently show an understanding of the topic through comments & following the thought leaders in the industry
Third : After identifying the correct channels & mirroring their needs - lets do some outreach
Sales professionals employ various methods to connect with active buyers! What's your preferred approach? Social selling involves fostering relationships on platforms like LinkedIn. Content marketing attracts buyers by offering valuable content that addresses their needs. Networking events allow for face-to-face interactions to establish trust with potential buyers. Online lead generation tools target specific demographics through online ads. Cold outreach, such as personalized emails and calls, can be effective, but thorough research beforehand is crucial!
Identifying active buys in person at networking events or specific conferences has been easier for me as I grow in this space. Engaging online with buyers and noticing buying signals has been more of a learning curve for me. When looking for buyers online, I tend to go after companies that have recently completed acquisitions.
Identifying active buys in person at networking events or specific conferences has been easier for me as I grow in this space. Engaging online with buyers and noticing buying signals has been more of a learning curve for me. When looking for buyers online, I tend to go after companies that have recently completed acquisitions.
so, there are many groups on Facebook with specific niches. Some of those groups belong to buying and selling groups for specific items like electronics. I can tell all the members of the group might be a potential active buyer because they have researched their needs by joining the group. that is just one way, there are many ways to identify the active buyer
Salespeople find active buyers in many ways! What's your favorite? Social selling: Connect & build relationships on platforms like LinkedIn. Content marketing: Attract buyers with valuable content that addresses their needs. Networking events: Meet potential buyers face-to-face and build trust. Online lead gen tools: Target specific demographics with online ads. Cold outreach: Personalized emails and calls can be effective, but do your research first!
Active buyers are the people who have already shown some interest or at least some curiosity towards what your company or industry could offer to solve/achieve a problem/goal they have. This could be people that visted your website, called, or have interacted with your company in some other way.
Active buyers are the one who's engaging to your social media pages, or content. As well as visiting or inquiring to the website, and also stopping by those physical stores. They are those leads that can be considered as a nearest potential buyer.
A preferred way to identify the people who need your product is to track online activity. Whether it be from industry-related LinkedIn groups or people who visit your website, finding buyers who could be potentially researching solutions for a problem they may have would be a prime time for reaching out to them.
Identifying active buyers involves monitoring certain behaviors and signals such as frequent website visits, engagement with your content, interactions on social media, responses to emails, and specific inquiries about products or services. Additionally, tracking online searches related to your offerings and analyzing purchasing patterns can help pinpoint active buyers.
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