From the course: Social Selling: Reaching Prospects
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Choosing the right businesses
From the course: Social Selling: Reaching Prospects
Choosing the right businesses
- So we've established that focusing on the right kind of prospects is key to a successful social selling strategy. But how do you decide who those perfect prospects are? You choose the accounts based on two factors. Firstly, how good would they be to win? For example, there will be great upsell opportunities. The sale revenue will be huge or it'll be a really quick sell. Secondly, how likely can you win them? Again, for example, are they the right size? Are they based locally? Do you have existing relationships with them or do you have contacts that are already connected to them? So let's start making a list. Let's say you're working for a software business in London, selling to marketing agencies. From experience, your sweet spot is with marketing firms with around 30 employees. Your pricing is on the higher end and your business has years of experience with consumer brands. Now, let's say you've been given a list of…
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