A prospect’s shopping for expertise is essential for his or her probability of shopping for, utilizing, and evangelizing your services or products.
When working with prospects to construct the basis of their prospecting technique, I usually suggest beginning at a excessive degree 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.
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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 reply to prospects.
With an outlined prospect journey map, you may:
- Determine and tackle 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.
Under is an instance of a typical prospect journey map, which outlines a few of the methods you may leverage Outreach for every step alongside the trail.
Be aware: Click on on the picture to broaden — from there, you’ll have the flexibility to obtain the file.
The way to construct your prospect journey map
When constructing your prospect journey map, take into account the next parts:
Factors of entry
How did the prospect are available in contact together with your group?
For instance: Your prospect requested a demo via the web site, they have been discovered searching on LinkedIn, or the rep met them at a commerce present.
Stage updates
What levels needs 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 alter techniques?
For instance: If the prospect responds with “not proper now,” reps ought to switch from an preliminary outbound sequence to a drip sequence.
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Workflow performs
Do reps know what to do subsequent?
For instance: Do your reps know how one can e-book a gathering whereas on a name? How about how to reply to a standard 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 e mail tackle bounces, the rep determines the prospect is a foul match, or the prospect stays unresponsive even after ending a number of sequences.
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Subsequent steps
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 specific sections and constructing the supporting workflows your group will use to execute your imaginative and prescient.
Need to study extra about workflows? Uncover extra in our Workflow eBook and begin constructing yours in our Outreach Workflows assist part
