Inbound prospecting is the process of attracting and funneling potential customers who match your target audience to your web properties. The goal of this strategy is to convert them into qualified sales opportunities.
You can think of inbound prospecting as your website's content acting as another important member of your sales team
Many people confuse inbound prospecting with inbound marketing. While there is a lot of overlap between the two processes, they are not quite the same.
Inbound marketing is a way to generate leads
by creating customer-centric content and then requesting the prospects to provide their contact information to access that content.
However, figuring out the quality of your leads is not always as simple as it appears. This is where inbound prospecting comes in.
Everyone that interacts with your company is a lead. But to ensure you have tools and strategies to research these leads and determine which are bonafide marketing qualified leads is known as inbound prospecting.
This means spending a fair amount of time reviewing your potential customers LinkedIn profiles, and Twitter accounts to see who they are engaging with socially. This also means looking at other metrics, such as the type of industry they work in, their company size, and more.
You need to know whether the companies that you receive from your marketing are worth your time. Researching your leads ensures you don't spend too much time following up with the wrong accounts.
It also provides valuable insights into every inbound lead's organization, pain points, and specific characteristics.
Once you have all this beneficial knowledge, you can reach out to every lead with the right message curated just for them, through the right medium, and at the right time.
A successful inbound strategy always makes sure to align sales and marketing efforts.
For example, defining your ideal customer profile
benefits your sales team and allows your marketers to create targeted marketing materials that generate leads.