Building an outbound sales strategy is challenging. With the evolving sales environment, personalization is the key to engagement. For successful outbound sales strategy and personalization you must know who you must sell. With the wrong audience, sales is always going to be difficult. Draw up an ideal customer profile to simplify the selling process.
An ideal customer profile builds the characteristics of the company which is most likely to buy your product or service. It helps you identify the strength of a prospect. The more you know who is going to buy from you, the better you can streamline your selling efforts. It can be used by
You can follow different methodologies while identifying your ideal customers. In the top-down method, the SDRs connect with decision-makers directly. While the bottom-up approach aims lower in the organization to get them excited enough to recommend you to the most probable decision-maker.
Before deciding on the method you need to figure out the basics:
Once you’ve listed down the above points, you can use one of the following methods to identify your ideal customers.
In this approach, you first reach out to the top-level like the VP asking them to refer down to the most suitable person to discuss.
You aim lower in the organization to gather excitement and report it up the chain. This works well when you’re trying to sell to sales professionals itself.
You can reach out to the direct decision-makers to convey the overall benefits of your product or service. You can also connect to multiple people in an organization to build and engage the “deal triangle.”
Challenges & Pain Points
Decision & Purchase Process
With the abundance of content on Google, it can be challenging to find specific information, worse if it’s confidential. Having information about your prospects can help you personalize the interactions. Personalized interactions can increase the chances of conversion since you show that they’re valued. But how do you find such information about a prospect or the company?
Google dorking can help you move through the enormous data bank of the internet and locate specific information you need. It is a hacking technique that uses Google’s advanced search services to locate hard-to-find information. There is a list of Google “dorks” for different purposes like phone number, login, etc. They are advance search queries used by researchers — white hat and otherwise — to find exactly what they need.
Google dorking is as simple as using the right query to collect relevant results on Google. We’ve identified some of the most useful Google dorks when searching for prospect information. Following are the Google dorks and how to use them:
Including [site:] with a colon in a query allows Google to restrict results that are specific site in the mentioned domain. For example, [phones site:www.google.com] will find pages about phones within Google.
But if you search for [phones site:.com] the result will be for pages with .com URLs. Also, ensure that there is no space between “site” and the domain.
Adding [filetype:] in the search bar, followed by a colon, will find results within the particular file type mentioned.
For example, if you want to search for sales strategy in PDF format then the search would be [file:PDF sales strategy].
The [link:] query allows Google to list webpages that are linked to a particular webpage. For example, [link:www.google.com] will list the webpages that direct you to Google’s homepage. It is also accessible through the advanced page settings on Google search.
The [inurl:] query enables Google to restrict results that contain specific words in their URLs. For example, [inurl:sales software] shows pages with the word “sales” in the URL that mention the word “software” somewhere on the page even if it’s not a part of the URL.
When [cache:] is used in the pretext to a search query, Google highlights those words present in the cached page. For example, [cache:www.google.com images] shows the cached content with the word “images” highlighted.
It is also available if you click the “cached” link on Google’s home page. The search query [cache:] displays the web version that Google has saved in its cache.
[related:] Google dork provides you with an advanced feature of viewing your searched page along with the pages related to them. For example, the query [related:www.google.com] lists webpages that are similar to Google’s homepage. The [realted:] query lists webpages similar to a specific page.
The [info:] search query provides information about the specified web page. For example, [info:google.com] displays Google’s homepage information.
Similar to [inurl:] dork, when you include [intitle:] in you search query, Google restricts the results that contain a specific word in the title. For example, [intitle:sales software] shows pages that contain “sales” and “software” in the document, irrespective of the title.
Using [intitle:] in your search query is the same as using the [allintitle] pretext. It means that [intitle:sales software] will give you the same results as [allintitle:sales software].
Searching with [stocks:] dork enables Google to consider the remaining query in terms of stock ticker symbols. It likes you to pages that show stock information related to those symbols. For example, [stock:intc yahoo] results stock information about Intel and Yahoo, respectively.
When you search with [allinurl:] pretext, Google filters results with all the query words present within the URL. For example, [allinurl:sales software] results pages that have both “sales” and “software” in the URL. It is applicable on words and not URL components. It especially ignores punctuation, so [allinurlsales/software] will show webpages with the words “sales” and “software” in the URL.
Google dorking can provide access to hard-to-find information through advanced searches. You can make the most of it to personalize your communication with cold prospects. It can amplify the success rate of your cold sales outreach.