5 steps to build a highly targeted B2B prospect list

6 October 2021

Your marketing strategies aren't going to be effective without a highly-targeted B2B prospect list. Learn how to build your list by following the steps here.

By Kompass International

6 October 2021

The lead generation solution market is growing rapidly at 17.5% per year. This makes sense- prospecting is one of the top priorities for growing B2B businesses since it can help you to find and retain loyal clients.

It’s essential that you bring your A-game when it comes to building a B2B prospect list. Here, we’re going to give you some of the best tips and tools for business prospecting the right way.

1. Research your target audience

The first step towards creating a good B2B prospect list is knowing your audience. To do this, you’ll need to do a bit of online research to find those who are most interested in you.

First, look into companies that have worked with your business before. Specifically, look into businesses that have collaborated with you multiple times. Look for trends in your existing clients and note whether or not they all share a demographic (age, location, income bracket, occupation, etc).

Check your findings with the overall demographics of your industry. If they match up, that’s great. You’re ready to go.

Industry demographics are also what new B2B businesses should look at when coming up with a targeted prospect list. Since you have no information to go off of on your own, you should look into who’s frequenting competitor sites and using their services.

Finally, use social media to investigate the people that are following you and engaging with your content. These people will likely be similar to those who use your services, but you should add them to the demographics list if they aren’t.

2. Create a buyer persona

At this point, you know the age, gender, location, occupation, interests, and income bracket of those who own the businesses you’re targeting. You also likely have other information about them such as the pages they like on social media. It’s time to consolidate this information into a buyer persona.

A buyer persona, also known as an ideal customer persona (ICP), is a fictional character that you create. This character represents the person who runs the ideal business that you would work with. The character, known as a persona, is part of all the demographics that you have listed out.

An ICP serves as a person that your sales team can sell to. It makes B2B business seem much more personal and small-scale whether that business is in the construction, trading, or fashion industry. Your team is therefore more likely to meet goals and benchmarks.

You also can create an ICP for the business you want to work with itself rather than the owner. If you do this, think about this business’s size, region, background, challenges, and goals. You can then prepare for B2B success by selling your services to this ideal dream business.

3. Use professional tools

While there are a plethora of online tools that you can generate targeted prospect lists with, you need to ensure that you choose a reputable one. Not all tools were created equal and you don’t want to pay a lot for one that doesn’t work.

EasyList is a great tool for finding prospective customers quickly and accurately. The Kompass directory has over 56 million businesses available that you may match well with. Since these enterprises exist across 70 nations and we have all of their contact details, you’re sure to find clients in no time.

But how do you match with businesses that match your ICP?

Select the industry that your target audience operates in. You can make this selection by searching either a keyword or a numeric code and selecting the business names.

This lets you target your list so that you only get perfect customer matches. You won’t need to weed through irrelevant information. Plus, you only pay for what you get, so you only need to pay for one industry’s businesses if you have an extremely niche audience.

4. Manage your Excel spreadsheet

Your personalized EasyList prospect list will come to you in the form of an Excel document. It’s critical that you scour the document and learn more about the businesses that we’ve matched you with.

While all of this data is valuable, some of it will likely be more important than other parts. Place information that you find more valuable earlier in your spreadsheet. Relegate less interesting information to the bottom.

This will give you a list of priorities for who to contact. Manufacturing the perfect list is a challenge, but EasyList makes it significantly easier.

5. Reach out to prospects (and note interest)

You may think that reaching out to prospects is the end goal of creating a B2B prospect list, but this isn’t completely true. It is your end goal, but it also is a step towards getting an even more accurately targeted B2B prospecting strategy.

Reach out to the businesses that you think will be most likely to work with you. As you do, note the level of interest that the owners of these businesses seem to have.

Eliminate those that sound like they have no interest- these are dead ends and you’re better off investing your efforts elsewhere.

Those that do sound interested need further analysis. Rank their interest as 1-5 based on how they seemed during your phone call. Prioritize those that ranked more highly and look into trends among these businesses.

Look back at your EasyList spreadsheet and see if there are any low-priority businesses that actually fit the bill for heavy interest. Work to reach out to them more quickly and see what happens.

Build your B2B prospect list today

Now that you know how to build a highly targeted B2B prospect list, it’s time to get started. Sign up for EasyList solutions and begin creating your own customized list of business prospects.

This tool can help you precisely target your lead generation strategies immediately. Plus, with direct and instantaneous download, you can begin to grow your business as soon as you make the decision to use EasyList. Since we’re committed to helping your business succeed, we look forward to hearing from you soon.


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