Before you start your lead generation campaign, you want to make sure that you’re creating a campaign that caters to a specific audience. You don’t want to market to just anybody as that is not going to guarantee that every prospect is going to be a qualified lead.
So, first and foremost you need to know how you can find your target audience first. Here’s a list of our top ways of how you can identify who your ideal audience is going to be.
Understand what problems your product/service solves
Obviously you know what your service/product is capable of, and when pitching it to your prospects, it’s easy to get a little overzealous talking about all its details. Those details are all fine and dandy, but what your target audience is more interested in is knowing how your service/product is going to solve their problems.
Focus more on understanding what specific problems your service/product solves, and then use that to scout out which of your target audience are faced with those same issues. Remember that it’s more about how your audience can benefit from you rather than just knowing about their features.
Related: The Greatest Challenges Facing B2B Sales in Singapore
Know your Competitors
Studying your competition is an essential part of improving your marketing campaigns as well as knowing who your ideal target audiences really are. Your competitors will target the same audience as you are. If they aren’t, then they’re not your competitors to begin with and you might’ve been targeting the wrong audience all along.
Take the time to do a deep dive into your competitor’s SEO to see which keywords they are ranking highly for. That will give you a great insight as to who they are targeting and if it’s the same people as on your own list of target audiences.
Related: Actionable Competitive Analysis Tips for your Sales Prospecting Campaign
Analyzing your channel traffic
Don’t take your social media channel’s analytics for granted. All your social platforms can give you insight to your analytics to see who visited, what content they’ve checked out, what solutions they’re looking for and whether or not they’ve reached out or not.
If you see a consistency in engagement with your content but are not buying for some reason, than you can take that as a sign to start a marketing campaign.
Now that you’ve gathered a good understanding of who your audience is, it’s time that you can start segmenting your target audiences into different groups. The reason why you should do this is because it will make it easier for you to run campaigns that are more specifically targeted. When it comes to B2B prospecting, it’s best that you split them according to target personas, their job titles, location, and other specific sales triggers.
Related: Outbound Sales Tips to Identify and Qualify B2B Leads
These are simple methods, but they are going to take you a long way and surely save you the stress of targeting the wrong audience. Rest assured that by implementing these steps in finding your target audience, it will not only save you time, but most importantly resources as well.