How We Know The Prospects Are Motivated

We know prospects are motivated when we see that they have the problem your company solves. The way we get at this is by understanding how those companies are discussing certain ideas and how they're describing themselves in the marketplace. We search company websites, along with some other public and private sources, to find certain words and phrases. Persistent connectivity allows us to do this in real time so we get the most up to date information. Then we remove any websites that contain the words you don't want, and give a high rank to websites which repeatedly contain the words you do want. We do the same process for industries and technologies used on a website.

Why This Way?

The most important reason is that the keywords and technologies we look for can tell you a number of things such as:

  • maturity of the company
  • problems at the company
  • interests and values
  • how complicated their sales channel is
  • if they're already using a competitor
  • if they're in the right industry or sub-industry
  • which software and services they're using
  • if they have more than one location
  • if they work B2B, B2C, or B2B2C

We're continually finding new information we can glean from scouring the universe as we do. Successfully finding motivated prospects does depend on a good ideal customer profile as well.

download this ideal customer profile template

October 26, 2018

by Brittney "Babs" Dougherty

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