This will take some effort, but it will form the core of your ABM strategy, so invest the time and get specific! 4. GET IN CONTACT WITH THE RIGHT PEOPLE Now comes the tricky part. You know which businesses you want to target you just have to figure out how to get in contact with the right people at those businesses. This will probably take some research. For some accounts, you may already have some of the contacts you need, but there’s a good chance that you’ll have to do some digging. Take a look at their website.
Check them out on LinkedIn. Research whatsapp database relevant stakeholders. Figure out who you need to convince and what you can do to get on their radar. It may be tempting to use one of the many tools out there to identify their cold email and simply send them a cold email, but that rarely leads to good results (and it’s illegal). Instead, here are some other ways to get in contact with stakeholders on your target accounts: Engage with them on social media! (see what platform they’re on, join groups they’re in, contribute to conversations they’re participating in, share helpful/relevant content).
Create targeted ad campaigns (not as specific, but works if you are trying to target many similar people in similar businesses—especially on LinkedIn) Sponsor a booth at an event they’re holding Invite them to speak on your podcast Direct message them on social media Offer premium, high-value content that will specifically appeal to them See if any of your existing contacts knows them and ask for an introduction (this can be especially powerful if the contact is a current customer) The goal here is to build relationships, not drive for the sale. ABM is all about providing value for your client, so make sure that you start things off on the right foot.