A prospect’s shopping for expertise is vital 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 suggest beginning at a excessive degree to see how every workflow is interconnected. Among the finest 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 staff will use to maneuver prospects by way of the funnel.
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What prospect journey mapping does for you
With no prospect journey map, you’re prone to expertise:
- Misplaced leads – Prospects slip by way of 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:
- Determine and tackle any gaps in your course of.
- Successfully funnel prospects from one stage to the subsequent.
- Ship content material particularly designed in your prospects.
- Check concepts and make data-driven enhancements.
Under 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.
Observe: Click on on the picture to broaden — from there, you’ll have the flexibility to obtain the file.
Easy methods 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 together with your group?
For instance: Your prospect requested a demo by way of the web site, they have been discovered searching on LinkedIn, or the rep met them at a commerce present.
Stage updates
What phases must be mirrored in your prospect journey map?
For instance: Prospects newly found however not actioned are thought-about “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 determination factors
When ought to reps regulate 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 methods to ebook 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 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 growing a complete engagement technique. Your subsequent steps ought to embody additional defining explicit sections and constructing the supporting workflows your staff will use to execute your imaginative and prescient.
Wish to be taught extra about workflows? Uncover extra in our Workflow eBook and begin constructing yours in our Outreach Workflows help part
