What's the best way to target and convert enterprise clients?
I find that most of the advice I read focuses on the tools/mechanisms you can use to create a list of prospects and not how you found those initial prospects. So my tactical question is: How do you get a list of emails so you can begin targeting potential clients?
Don't forget LinkedIn for lead generation (LI groups, sponsored content, ad-targeting based on segments, etc.).
Targeting starts before finding email address.
Do you know the types of companies that you're going after? What are the job roles/titles that are responsible for the problem your product solves?
Figure out the reason they would want to start a conversation with you. Did they just reach a hiring or funding milestone? Did they just update their flagship product? Did the person just do a podcast interview or get quoted in an industry article?
Then, when you get the email you have both context and relevance.
https://blog.hubspot.com/sales/startup-get-enterprise-customers
For emails, you can use hunter.io
The other thing is most enterprise customers I've had, they were not really willing to use SaaS products, instead they wanted to have on premise solutions etc. Enterprise market is tough but money is solid.
Thanks Eren.
Can you give me a profile on the type of company that wanted on-prem solutions? And was it for security or just the way they did things in the past?
yes, you can look at dswiss.com . I know that some swiss banks are using their product on premise.
This comment was deleted 8 years ago
This comment was deleted 8 years ago
Super helpful, thanks Jeff.
I think the gradual sales process, where you start with something small and then work towards a larger partnership, is certainly the way to go.
What we are struggling with is getting on the radar of these companies. Purchased email lists feels ineffective, content marketing via linkedin/medium may work best for our use case. It's just a slow growth strategy.
This comment was deleted 8 years ago