Lever 1 of 6 · Targeted acquisition
Open conversations with the customers you have good reasons to serve.
When inbound requests or your historical network are no longer enough, you have to choose whom to approach, with what message and through which channel. We build an acquisition method your team can sustain over time.
Electrical engineer · Solvay Executive MBA · 5 years at AGC
You may recognise these prospecting situations
The pipeline is emptying or orders are falling.
Prospecting comes after the emergencies.
Messages present the whole range instead of a specific problem.
Former contacts and referrers are followed up at random.
What the work on acquisition covers
01
Targeting and value proposition
Identify the priority customers, the problems you solve and the credible reasons to choose you, based on your deals won and lost.
02
Method and channels
Combine the channels suited to your market (reactivation, referrals, phone, email, LinkedIn, events, content or advertising), with an owner, a cadence and a test budget.
03
Messages and materials
Prepare first contacts and content that make your value understandable and give a reason to talk.
04
Putting it into practice
Launch a first sequence with the team, practise the calls and adjust based on the replies.
Deliverables
- Target profile
- Reasoned account list
- Path from first contact to qualification
- Short message library
- Practice grid
How to judge progress in acquisition
We track useful conversations, opportunities accepted after qualification and the time spent. A contact, a reply and an opportunity remain three different results.
I do not promise any volume of meetings.
Frequently asked question
Do you do the prospecting for us?
I design and test the system with your team. Graphic production or the day-to-day management of campaigns can be handled by a partner, with a separate scope defined at the outset.
A useful question
“What credible reason would this account have to reply to you now?”
Think of a channel that is slowing down or a segment you want to develop. No preparation needed.
Is your situation closer to one of these?
“We receive requests, but they cost too much time”
“Everything still rests on the owner or a single salesperson”