How to Generate Leads Using the CRM Prospecting Tool
What Is the Prospecting Tool?
The Prospecting Tool is a feature within the CRM that helps businesses and agencies discover local companies and create detailed Marketing Audit Reports for them. These reports analyze a prospect's online presence, focusing on their business listings and customer reviews. By highlighting weaknesses in their digital marketing strategy, the tool empowers you to identify sales opportunities and begin outreach directly from the platform.
Who Should Use the Prospecting Tool?
This tool is particularly useful for:
- Marketing Agencies: To find and analyze prospects for clients.
- Small Business Owners: To discover and target potential local customers.
- Digital Marketers & SEO Specialists: To identify businesses that need help improving their online visibility.
- Sales Professionals: To build a pipeline of qualified leads.
Key Benefits
- Find Local Businesses: Locate nearby companies to target.
- Generate Marketing Audit Reports: Get insights into a prospect's online listings and reviews to identify marketing gaps.
- Automate Lead Generation: Use AI to receive weekly lead recommendations based on your niche and location.
- Automate Outreach: Integrate with workflows to send personalized emails or SMS messages, add leads to opportunities, and nurture prospects automatically.
- Save Time: Streamline the entire process of finding and qualifying leads.
How to Generate a Report
1. Access the Prospecting Tool
To use the tool, you must first enable it for your account.
- If you are in an agency account, click the Prospecting tab in the left-hand menu.
- If you are in a sub-account, you may need to enable Prospecting first. This can typically be done via the Reselling settings or by deploying it to specific sub-accounts. Once enabled, navigate to the Marketing tab and then select the Prospecting tab from the top navigation bar. Advanced features like triggering workflows are available within sub-accounts.
2. Search for Prospects
Click the Add Prospect button to go to the search page. You can search for leads in the following ways:
- Keyword Search: Enter a business type or keyword, such as "Dentist" or "Contractor." You can also search for a specific brand name.
- Location Search: Enter a city, postal code, or full address. You can also select a location on a map. Typing "near me" will use your current location.
- Set Search Radius: Define a search radius from your chosen location.
After performing a search, you can save one or multiple leads from the results list.
Analyzing the Marketing Audit Report
The generated report provides a detailed analysis of the prospect's online strength, focusing on their listings and reviews. It clearly outlines deficiencies in their marketing efforts, which you can use to craft a compelling outreach message. The report also includes the lead's contact details.
Managing Your Prospects
Inside the Prospecting dashboard, leads are displayed as prospect cards. You can track the status of each lead, with "Open" as the default. Use the dropdown menu on a prospect card to mark a lead as "Won" or "Lost."