How can you adjust your prospecting approach for a new industry?

2 Identify your ideal customer profile

Once you have a general understanding of the industry, you need to narrow down your focus and define your ideal customer profile (ICP). An ICP is a description of the type of company that is most likely to buy from you, based on criteria such as size, location, revenue, industry, and technology. By creating an ICP, you can segment your market and target the prospects that fit your criteria and have the highest potential value.

3 Build your buyer personas

After you have your ICP, you need to go deeper and create your buyer personas. Buyer personas are fictional representations of the typical decision-makers and influencers in your target accounts, based on their roles, responsibilities, demographics, motivations, and behaviors. By building your buyer personas, you can understand how to communicate with them, what their pain points and goals are, and how they make buying decisions.

5 Choose your channels and tools

The next step is to choose the best channels and tools to reach out to your prospects. Depending on the industry, some channels might be more effective than others, such as email, phone, social media, video, or referrals. You should also use the appropriate tools to help you with your prospecting activities, such as CRM software, email tracking, lead generation platforms, and social selling tools. You should test and measure the results of your channels and tools, and optimize them accordingly.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?