Prospecting method - Humanlinker

Opportunities are not created by chance, they are built.

In a market where every interaction counts, the way you prospect can turn a simple contact into an ideal customer. But how do you capture a prospect’s attention and show them that you understand their needs?

This requires clear prospecting techniques, precise targeting and a thoughtful approach.

With prospecting tools like Humanlinker, it becomes a real strategic game. It’s not just a question of method, but of intelligence and precision to increase your conversion rate and your chances of success. Thanks to adapted tools and a personalized approach, each exchange can be transformed into an opportunity.

This article offers you simple advice, practical techniques and concrete examples to make your sales prospecting more effective. Rather than going in all directions, discover how to develop and structure your approach to be more impactful through different stages of prospecting.

What if the solution to achieving your goals was closer than you think?

Introduction to the prospecting method 

Prospecting is a bit like a quest: It takes good direction and a plan to reach the right prospects. Without a clear method, it is easy to get lost and not seize the right opportunities. A well-defined prospecting implementation helps sales teams focus on the right targets and optimize their efforts.

Definition of the prospecting method

The prospecting process consists of a series of actions thoughts for find, qualify and approach the most promising prospects. It’s about knowing who to contact, how to do it and when to do it, for the best chance of success.
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The importance of the prospecting method for sales teams

A structured method is crucial for several reasons:

• Save time: actions are targeted and effective
• Consistency: the whole team works in the same direction
• Effectiveness: we target prospects

Sales teams must be able to focus on prospects with real potential. A clear method allows you to better prioritize efforts and obtain opportunities.

Different types of prospecting methods

There are several approaches to prospecting effectively:

Telephone prospecting : a type of direct prospecting but sometimes perceived as intrusive.

Email prospecting : ideal for a first contact, provided you target and segment.

Prospecting on social networks : in particular LinkedIn, a powerful tool for finding prospects (what we call Social Selling).

Event prospecting : to meet prospects during trade shows or specialized events.

Choosing the right method depends on your sector, your objectives, or even your target. The main thing is to follow a thoughtful strategy and adapt actions according to the impact.

What types of prospecting exist?

When it comes to finding new customers, there are several prospecting methods available to you. 

Some are more traditional, while others play on digital power. Each approach has its specificities and advantages. Just choose the one that matches your goals.
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Traditional vs. digital prospecting methods

Traditional and digital prospecting methods are two different approaches to reaching new prospects, but they differ in the way they create contact. A traditional prospecting campaign relies on direct and personal interactions but conversely, digital methods exploit technology to reach a wider audience and increase the sales cycle.

What techniques are used? here are some examples:

🏛️ Traditional methods

• Door to door: a physical prospecting technique where the salesperson goes directly to the prospect
• Le cold calling: contact prospects by phone to initiate a conversation
• Le cold emailing: another cold prospecting (i.e. you contact the person without them knowing you), but this time through emails.
• Trade shows and events: attend events to meet prospects face-to-face and 
• Print advertisements: use of brochures, flyers or posters to promote services or products.

💻 Digital methods

• Marketing via email: sending personalized or automated messages to specific prospects
• Le social selling (LinkedIn, Facebook…) : use platforms to interact and engage prospects
• Online advertising (Google ads, Facebook ads, etc.) deliver targeted ads based on specific criteria
• Content marketing: create relevant content to attract prospects like blogs or videos.

 What are the advantages of each method?

🏛️Traditional methods

• Direct human contact : create a personalized and immediate relationship
• Confidence Building : the prospect sees and hears the salesperson directly
• Local efficiency : particularly useful for local markets or geographically specific targets
• Impression durable : a physical exchange can have a more significant impact

💻Digital methods

• Precise targeting: possibility of reaching the right prospects thanks to data and segmentation tools
• Automation: automatically sends emails or messages, which saves time
• Extended scope: reach a wider audience, sometimes on a global scale (for example, on Humanlinker, you can hold a database of more than 700 million contacts. Yes, you read correctly!).
• Easy, measurable tracking: track performance in real time and adjust actions to optimize results

How to choose the right prospecting method?

There are no universal sales prospecting techniques that work for everyone. Each company, sector or target audience has its specificities. So how do you find the one that will hit the mark for you? The first step begins with thinking about your objectives, your resources, your prospects. and your prospecting channels.

The criteria to take into account when choosing your prospecting method

To choose a suitable method, you need to look at several aspects.

Your budget is a good starting point: some approaches, like trade shows, require a significant investment, while others, like email campaigns, remain more affordable.

Time available to you is also crucial. Digital prospecting, often “automatable”, saves time, unlike more demanding traditional methods.

Finally, your skills and those of your team play a determining role. A team comfortable with digital will have more success with modern tools, while a traditional approach may be better suited to local or less connected markets.

How to adapt your prospecting method to your target audience

Your target audience often dictates which method to take. Let's take two very simple examples to illustrate the method to use:

• And senior executive : will be more receptive to a clear and precise message on LinkedIn  
• A local craftsman might respond more favorably to a face-to-face meeting.

Understanding your audience not only allows you to better choose your method, but also to optimize your results.

The importance of personalization in the prospecting method

With commercial messages coming from everywhere, personalization is no longer an option, but a necessity. A generic message risks getting lost in the crowd. On the other hand, a message designed to meet the prospect's specific needs creates a real connection.

This could be as simple as using their first name or referencing a challenge your prospect is experiencing. Personalization shows that you took the time to understand their expectations and that you are there to provide real value.

By focusing on a personalized and adapted approach, you increase your chances of converting your prospects into loyal customers.

In the age of artificial intelligence, it is now very easy to personalize your prospecting messages. Have you ever tried Humanlinker ? Because that's exactly what we offer: automation of tasks, understanding of your contacts, personalization and generation of messages using AI. Want to try? go here: 
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Comparative analysis of the costs of different prospecting methods

When it comes to prospecting, cost is a key factor. But not all approaches weigh equally on your budget. There are notable differences between traditional and digital methods, and the choice depends above all on your means rather than your objectives.

🏛️Traditional methods

• Trade fairs and events : Registration fees, travel, exhibition materials… the bill adds up quickly
• Phone calls: Between the costs of the tools and the human time invested, this remains an expensive option, especially for uncertain results.
• Postal letters : Printing, sending, tracking... This remains relevant for targeted campaigns, but the profitability is sometimes low, knowing that it is difficult to analyze the results

Traditional methods can quickly increase your expenses but still offer an advantage: direct contact which is more personal and which can make the difference for certain targets.

💻Digital methods

• Online advertising: Campaigns on Google or LinkedIn can be costly if they are not well optimized.
• Email marketing : Digital platforms require a subscription, but remain affordable for targeted campaigns.
• Social networks:  Costs are limited if you favor organic strategies, but investing in time remains essential

Digital, often perceived as more economical, is not necessarily free and its advantage lies in its scalability. You can start with a small budget and adjust as you go based on performance.

Finding the right balance

The choice of your method depends on your budget, but also on your audience and your objectives. In any case, cleverly combine the options to increase your results while controlling your expenses.

How to establish a prospecting plan?

Creating a prospecting plan means structuring an effective approach to achieve your commercial objectives. With a clear method, your efforts become more focused and your results more impactful.

What are the steps to follow?

• Clear prospecting objectives for precise direction

A good plan always starts with a destination. Do you want to increase your contact base, land more appointments or convert more prospects into customers?
The more specific your goals are, the more effective your plan will be. 

An example: “Obtain 15 qualified appointments per month thanks to LinkedIn”

• Know your audience

 Successful prospecting requires excellent knowledge of your prospects. Who are they? What are their needs, their problems? Use tools to help you define standard profiles and adapt your messages accordingly. (The DISC tool on Humanlinker does it for you 😉) 

• Choosing the right channels

Not everyone is active on the same platforms. Decide where to focus your efforts:

• LinkedIn to reach professionals
• Email marketing for a personalized approach
• Telephone or direct meeting for immediate effect
   

• Rigorous monitoring to adjust the strategy

A prospecting plan requires a constant look into your sales process. By setting clear milestones and using tools like a CRM, you can track the results of each action and adjust your approach based on observed performance.

To find out more, discover our complete guide to the prospecting plan. Success in prospecting requires, above all, good preparation and careful execution.

What tools should I use for prospecting?

 Prospecting becomes easier with the right tools. Here is a selection to optimize your approach:

• LinkedIn prospecting tools

Humanlinker : a prospecting tool to automate prospecting on LinkedIn, allowing you to precisely target prospects and personalize mass messages

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LinkedIn Sales Navigator : a LinkedIn tool to refine searches and find the most qualified prospects, with detailed monitoring of their activity.

• Search and data enrichment tools

Hunter.io : allows you to discover the email addresses of prospects on their websites and check their validity.

Lusha:  prospecting software that enriches your database with complete prospect information, such as emails and phone numbers.

• CRM and prospecting automation tools

HubSpot  : a CRM that manages your interactions with prospects and tracks the performance of your campaigns

Pipedrive: a visual CRM that makes it easy to track prospects and effectively manage your sales pipeline

Zapier : an automation tool to connect your applications and automate repetitive tasks, such as adding prospects to a CRM or sending emails

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• Email contact tools

Mailchimp : a tool to automate the sending of emails and analyze the effectiveness of your campaigns

Sendinblue : an emailing tool allowing you to send personalized messages and track prospect engagement.

What mistakes to avoid when prospecting?

Prospecting can be a slippery slope, and some common prospecting mistakes can set back your efforts. What are the pitfalls and how to avoid them? 

❌ Generic message

A message that is too generic is often ignored. Each prospect has specific needs, so it’s essential to personalize your messages to capture their attention

❌ Bad targeting

Targeting too broad or an ill-defined audience can dilute your efforts. Good prospecting requires a detailed understanding of your target and their needs

❌ Omit tracking

A first contact is not always enough. Not following up with prospects after an initial message can result in missed opportunities. Well-executed follow-up keeps the prospect’s interest alive.

❌ Rush into the sale

Trying to sell too quickly can seem urgent and intrusive. Prospecting should be focused on listening to needs and establishing a relationship before making an offer. You will also need a business strategy to avoid mistakes. There is therefore no need to roll out your sales pitch from the first message.

❌ Ignore data quantity

Using incorrect or outdated information can waste valuable time. An updated and quality database is essential for effective prospecting

By keeping these mistakes in mind, your prospecting strategy will be much more effective, customer relations will improve and your chances of success will increase.

How to qualify your prospects?

Qualifying your prospects is an essential step in focusing your efforts on those who have the most potential. It's not enough to fill your contact book; you also need to ensure that these contacts are really interested in what you are offering. 

What are the elements to take into consideration?

The budget
It is essential to know if your prospect has the budget to invest in your product or service. A budget discussion can avoid disappointments later

The need
A qualified prospect must have a real need that matches your offer. It is important to understand what the issues are and how your solution can address them.

The timing
Timing is crucial. A prospect may be interested, but if the timing is bad, the opportunity may pass. Assess its urgency to find a solution

The power of decision
It is important to know if you are in contact with the right person, the one who has decision-making power. This allows you to avoid wasting time convincing people who cannot make a purchase.

Using these criteria, you can quickly identify which prospects deserve your attention and which ones may be wasting your time.

To finish this article, I would say that prospecting is much more than a simple search for customers: it is an art that combines strategies, methods and adapted tools. Whether traditional or digital techniques, each approach has its strengths, but the real secret lies in their adaptation to your needs, your target and your objectives. 

By avoiding classic mistakes, rigorously qualifying your prospects, and choosing the right tools, you increase your chances of success while reducing your efforts.

Remember, prospecting is not a race, but a thoughtful and continuous process. Each step – from defining your objectives to personalizing your messages – builds a relationship of trust with your prospects. With a clear and well-executed strategy, you transform your actions into opportunities.

Ready to take action? Do not hesitate to give us your feedback on the application Humanlinker to tell us how your prospecting is working for you!