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How do I target my ideal customer?

My ideal customer:
1. Uses a lead generation service for cold leads. (I have some specific ones in mind).
2. Is the head of sales at his/her company.
3. Works at a company of 20 employees or less.
4. Is not the CEO or owner of the company.
5. Does business mostly in their own local area.

What are some of the most cost effective and accurate ways to target people that fit this specific description?

13 Replies

Richard Harris
3
0
Richard Harris Entrepreneur • Advisor
Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker
I'd recommend narrowing down your ICP a bit more with 2-3 verticals or industries.

Also, what product or service are you selling?


Bill Lennan
2
0
Bill Lennan Entrepreneur • Advisor
Red Rope Social
I start with one.
I get a single lead to start.
Then 2-4.
Then 15-30
Then look for a clear pattern from the set.

It always starts with the first one.
Patrece Bryan
1
0
Patrece Bryan Advisor
Product, Content and Communications Strategist, Communications Advisor at Apartment
Hey Heya!

I'd love to answer your question with a thoughtful, strategic, hopefully helpful and actionable answer. However, without knowing what your goal is with customers and/or exactly what you do/sell I can't provide the answer that you deserve.

Apologies in advance for my ignorance of your occupation.


Jon Lunardi
1
0
Jon Lunardi Entrepreneur • Advisor
CEO of ScholarVets.com | Military & Veteran Advocate | Education Technologist | DC Entrepreneur | OU Sooner for Life!
If your ideal customer is the head of sales, then you should get really good at using LinkedIn to target those people. Almost every sales person I know is on LinkedIn and they are in groups that you can join, and then connect / message at the individual level. I would suggest creating a group to discuss important things within your industry and invite sales directors to join the group to participate as well. I am a big fan of providing value in the form of articles and discussions first and then make the sales pitch after you have gained a little trust once you have built the beginning of a relationship. LinkedIn is a gold mine if you know how to use it properly....
Jeff Gartner
0
0
Jeff Gartner Advisor
Marketing and Community Researcher
Richard, Bill, Patrece and Joe all offer valuable advice. Cold leads are really inefficient, why should they do business with you when they don't know you. Cultivate relationships such as Bill and Joe suggested, leveraging referrals as you go.
But this all general ... we cannot recommend more without knowing more about what your business is offering your customers and what you expect your prospective customers to do when you approach them.
Lin Julian
0
0
Lin Julian Entrepreneur
Founder at myDress.com.tw
Do you sell on line or off line?
Facebook provide audience insight for you to find your right target.
Steve Gatter
0
0
Steve Gatter Advisor
Providing Masterminds to B2B Solopreneurs & Start-Ups | Niche Marketing & LinkedIn Specialist
Hi Heya,

I second #Bill Lennan. Find one. And I agree with #Jon Lunardi, Linkedin is the ideal tool for finding the ideal individuals to meet.

The Lean Start Up by Eric Ries outlines a strategy to share a minimal viable product with your best guess ideal prospects. Meet these prospects and get their feedback. Are your product value suppositions correct? What does the real market think?

I'm happy to talk further. Identifying the ideal prospect in today's data rich world is a lot different than it used to be.
Wayne Cerullo
0
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Wayne Cerullo Advisor
Advocate for prospect-centric B2B marketing
Haya - I support the good strategic answers above.I am guessing you purposely did not mention your specific vertical segment(s). This is the key to gaining traction. Simultaneously it will give you:
  1. Internal focus (get everyone in the same direction)
  2. Credibility with your prospects (you are expert at helping firms like ours)
  3. Increase efficiency in your prospecting (as you build on your understanding about how firms in this industry think and act)
  4. Referenceable support (from others in their industry)
But in addition to this strategic encouragement, and not knowing more, I have a very simple tactical suggestion that I have seen work for others: approach local Chambers of Commerce. It's where this audience tends to congregate, listen for new opportunities, and get new ideas. Go for it!
Yoli Chisholm
1
0
Yoli Chisholm Entrepreneur • Advisor
Founder at WELL - WeLearnLive.com
Here's what you do...
1. Uses a lead generation service for cold leads. (I have some specific ones in mind).
- Create that list of lead gen services then do competitive intelligence to reverse engineer the marketing these services are doing to attract their customers using a combination of Alexa, similarweb and spyfu.
- Also take that list and use it to build a target segment in facebook and twitter of people who are friends, followers of these companies.
- Filter the list by overlaying the targeting criteria below with the refinements I have noted.

For points 2-5 below Facebook, Linkedin and twitter will let you target companies that fit your size criteria and specific job titles/roles in particular geographies.
Additionally if you already have a customer list you can upload that list into Facebook or twitter and find customers who look like them via look-alike modelling.
if you are using linkedin sales navigator you can actually see who in your network is connected to people at organizations that fit your criteria and get introductions or target them with inmail
If you actually have a named list of companies that you specifically want to do business with and you know them by name you can work with a company like Demandbase or madisonlogic that will do IP targeting.
If you have industry specific events that you know Sales managers from SMB companies will be attending you can Geo-fence that event so that anyone in that location eg. convention center/ conference hotel will be targeted with an Ad when they user their smartphones.

I could go on all day but there's a few things you can try...
2. Is the head of sales at his/her company.
3. Works at a company of 20 employees or less.
4. Is not the CEO or owner of the company.
5. Does business mostly in their own local area.
Carey Martell
0
0
Carey Martell Entrepreneur
New Media Expert and Entrepeneur
You should look into LinkedIn Ads. They have the targeting parameters that you are looking for.
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