Lesson 2: Research Business Prospects
Step 1: Save your filter selections for future use.
The first thing you’ll want to do is save the Filtered Results with a descriptive name for easy future reference. To do this, simply click on Save Filter, give it a name and hit Save. You’ll notice the name of the result set change on the page. You’ll also notice that the Saved Filter now appears in the footer under “Saved” for easy future reference.
Step 2: Sort by company size.
Next, you’ll want to sort the business prospects using the Alexa rank field so that you can separate the small companies from the bigger ones. To do that, simply click on the column title. Clicking it again will sort in the opposite direction.
You can learn more in our FAQ, but essentially the Alexa rank for a website is an indication of how much traffic it gets. The simplest and most useful way to think of it in our context is as a proxy for company size (revenue, employees and so on). Note that smaller numbers indicate a higher Alexa Rank, which implies a bigger company. So… smaller number = bigger business. You can sort alphabetically on any of the columns, but Alexa is generally the most useful.
At this point, it’s worth mentioning something you may have noticed on your own. The FastFilters™ are just that…. fast. Before returning the Filtered Results, our algorithms sort by Alexa rank, so bigger companies will appear first in the Filtered Results. But when you sort a given column, it’s important to know that you’re not sorting the whole result set, you’re only sorting the page. There are very good technical reasons related to performance for doing it this way (trust us!), but what it means for you is that page 2 and beyond are also likely to contain many great prospects. So don’t forget to check them out too, and don’t ever dismiss a prospect simply because they’re not on page 1… they could well be your next customer!
Step 3: Research individual prospects.
Okay, so you’ve got a result set and you know how to sort it. Next you’re going to want to dive into the most promising of prospects to find out more about them and explore ways in which you can connect. You do this by clicking on the prospect name, which will open the Company Profile on a new page.
The Company Profile contains everything we know about a given prospect. The first section at the top of the page contains basic information, such as name, URL, address, description and links to their social media profiles (if we have the data). It also includes information on which Industry(ies) the prospect belongs to. Below that, for all the data we have on the prospect in question, you’ll find sections that describe the integrated technologies they use, an estimate of what they spend on Google Paid Search, how many times the URL has appeared in social media posts and a few other data points. These data are all provided so that you can further qualify the prospect as a company who might benefit from your products and services.
Now, we didn’t build PerfectLeads to provide you with contact information of company employees. Rather, we built the tool to help you find companies that look like your ideal customer, and it’s up to you to figure out how best to connect with that company. Any contact information or tools we provide are simply there to assist in your prospecting. Having said that, in addition to company and industry information, which is really where PerfectLeads excels, the Company Profile may also include two types of contact information, should we have any:
These are employee records that other PerfectLeads users have discovered using our LinkedIn extension for Google Chrome (see more below). You can feel confident that, at least according to LinkedIn, the people in question are likely employees of the company.
These are employee records that we’ve discovered elsewhere on the public web and, as such, are less reliable. In some cases, the information may be outdated or plain wrong, but we have included it here in case it can help you prospect and sell in a more targeted, qualified manner. Please note that these data are intended to inform your sales effort, and not to serve as tool for spam. See also the PerfectLeads ToS, which prohibits the use of data in matter that is not compliant with the CAN-SPAM Act of 2003.
Step 4: Explore your connections with the prospect.
Now, since PerfectLeads is brand new, in many cases you may find there are no Verified Contacts in the Company Profile yet. Instead, you may see a prompt to explore LinkedIn using our extension. To get the extension if you don’t already have it installed, simply navigate to the page for the PerfectLeads extension in the Google Play store and click Add to Chrome.
Then, once you have the extension installed, click on Explore Contacts to spawn a new LinkedIn window showing search results for the prospect company in question. Click on the company in LinkedIn to see how you’re connected to the people who work for that company. Now, see the PL icon next to their names? Simply click on it to import those contacts back into PerfectLeads so you can continue working the prospect.
When you’re done, go back to the Company Page in PerfectLeads, where you’ll notice the employee records you’ve added. Continue researching the prospect in this way until you’re satisfied that they are, or are not, a good candidate for your products. If so, go ahead and click on Add to My Prospects to put them on a shortlist for inclusion in Salesforce, Zoho, or whatever other system you may be using to manage your pipeline.
Bonus: when we built the extension, we included some additional functionality that provides intelligence on every site you visit. To see how it works, click on the PL icon in your browser bar to see a preview of the PerfectLeads Company Page for that URL.
Here’s a short video that explains how to use the extension:
And that concludes Lesson 2: Researching Prospects. In Lesson 3, you’ll learn how to manage and prioritize the companies on your My Prospects short-list for inclusion in your pipeline.
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