A prospect’s shopping for expertise is important for his or her chance of shopping for, utilizing, and evangelizing your services or products.
When working with prospects to construct the basis of their prospecting technique, I typically advocate beginning at a excessive stage to see how every workflow is interconnected. Top-of-the-line strategies to do that is by making a prospect journey map.
On this context, the “journey map” is a visualization for the Outreach workflows your group will use to maneuver prospects via the funnel.
What prospect journey mapping does for you
With out a prospect journey map, you’re more likely to expertise:
- Misplaced leads – Prospects slip via the cracks and go chilly.
- Prospect confusion – When your reps are confused, your prospects are confused.
- Misaligned content material – Prospects don’t get focused messaging.
- Slower response occasions – Reps take longer to answer prospects.
With an outlined prospect journey map, you’ll be able to:
- Establish and handle any gaps in your course of.
- Successfully funnel prospects from one stage to the subsequent.
- Ship content material particularly designed on your prospects.
- Check concepts and make data-driven enhancements.
Beneath is an instance of a typical prospect journey map, which outlines among the methods you’ll be able to leverage Outreach for every step alongside the trail.
Word: Click on on the picture to broaden — from there, you’ll have the flexibility to obtain the file.
Tips on how to construct your prospect journey map
When constructing your prospect journey map, take into account the next components:
Factors of entry
How did the prospect are available in contact along with your group?
For instance: Your prospect requested a demo via the web site, they had been discovered searching on LinkedIn, or the rep met them at a commerce present.
What levels ought to be mirrored in your prospect journey map?
For instance: Prospects newly found however not actioned are thought of “new.” As soon as the prospect is added to the sequence, they replace to “approaching.” When the prospect accepts the assembly invite, they replace to “assembly booked.”
Key resolution factors
When ought to reps regulate ways?
For instance: If the prospect responds with “not proper now,” reps ought to switch from an preliminary outbound sequence to a drip sequence.
Do reps know what to do subsequent?
For instance: Do your reps know learn how to guide a gathering whereas on a name? How about how to answer a typical objection or one of the best ways to comply with up an ongoing thread?
Factors of exit
When ought to reps cease working with a prospect?
For instance: If the prospect’s electronic mail handle bounces, the rep determines the prospect is a foul match, or the prospect stays unresponsive even after ending a number of sequences.
Figuring out the trail your prospects ought to take is step one in creating a complete engagement technique. Your subsequent steps ought to embody additional defining explicit sections and constructing the supporting workflows your group will use to execute your imaginative and prescient.