Scraping
6
min read

How to Build a B2B Prospect List with Web Scraping

Targeted prospecting lists, akin to a dart hitting the bullseye, focus your B2B efforts on high-potential clients matching your Ideal Customer Profile.
Written by
Josselin Liebe
Published on
December 30, 2023
Readers rating
25
votes

Describe specifically what targeted prospecting lists are

Using targeted prospecting lists is similar to having a dartboard's bullseye illuminated, directing your efforts to make a good hit. Potential clients who fit your ideal customer profile (ICP) can be found in these specialized databases. Rather than randomly contacting everyone, you target people or companies that match your ideal client's needs, firmographics, behaviors, and demographics. Careful selection and filtering are necessary when creating these lists, and information from industry directories, social networking sites, and company websites is frequently used. Conversion rates, return on investment, and total sales performance significantly improve when you concentrate on these highly qualified leads. You also build better relationships and become more efficient. Targeting prospecting lists is the key to achieving the success you want in your sales and marketing initiatives, much like a laser pointer guiding you to the center of the target.

Advantages of specific prospecting lists

There are two ways in which targeted prospecting lists can enhance the effectiveness and outcomes of your lead generation:

  • Narrow focus: You may produce tailored, pertinent communications that connect with prospects more deeply and increase conversion rates by focusing on a certain market.
  • Efficient distribution: With a tailored list, you can prudently allocate your marketing funds to prospects with the highest likelihood of becoming clients. As a result, your lead-generating efforts yield a higher return on investment.

The difficulties of creating an organized prospecting list

Even while specific prospecting lists have numerous advantages, creating a good list can be difficult.

Researching your potential customers might be challenging : Their aims, pain spots, objections, and other traits must all be precisely defined. Your list might not be as focused if you don't have a distinct persona.

Locating the proper prospects can take a lot of time : You need to regularly determine the websites, events, forums, and groups your prospects are involved in. Locating a solid fit for your target client frequently involves sorting through a large number of irrelevant leads.

The ability of manual research is constrained : There are just so many websites and people you can independently investigate. This limits the quantity and caliber of prospects on your list.

Data gathering is vulnerable to mistakes : Gathering contact information by hand is time-consuming and prone to missing important information. This reduces the value of the leads you obtain.

Prospective data ages : People may become less relevant to your service over time as they go on new initiatives, careers, or hobbies. You must regularly update your list.

Even with these challenges, targeted lists provide value when used correctly : The secret is to create and manage an efficient list by combining thorough prospect research with the appropriate tools and procedures.

The process of creating a prospect list that is highly focused using web scraping.

You can create an effective lead generation machine by following these steps, regardless of the kind of business you own:

Step 1. Determine Your ICP before Creating a Prospect List

Determining your Ideal Customer Profile (ICP) is essential before you begin looking for possible clients. Consider it as a blueprint that details the firmographics, needs, behaviors, pain areas, and demographics of your ideal client. You can better focus your efforts, make sure you target the proper audience, and increase your chances of success by clearly defining your ICP. Your marketing and sales efforts will be more effective since you are focusing on people or companies who are truly interested in what you have to offer, rather than squandering time and resources on uninteresting leads. Thus, spend some time precisely defining your ICP before creating your prospect list, and you'll see a huge increase in sales and marketing efforts.

Advice

We believe that 90% of a campaign's success is determined by its targeting and message. A strong ICP serves as the cornerstone of an effective prospecting strategy.

Step 2. Locate the data points that guide you to your goal

A great prospecting strategy starts with identifying the data elements that lead to your target. These informational pieces serve as markers, highlighting people or companies most likely to be interested in what you have to offer. By searching hard for these vital information points, you can open the door to successful and efficient client acquisition.

Example

A cloud-based phone service provider called Aircall looks for businesses that use a lot of phones. Although there isn't a direct database of these businesses, Aircall uses readily available data sources to pinpoint their perfect target. To estimate phone usage, they concentrate on businesses that have a phone number on their website and look at staff count. Smaller businesses that are expanding their sales teams quickly make for particularly appealing possibilities because they have more phone service needs and deal with difficulties like hiring new staff. To further narrow down its target market, Aircall additionally uses LinkedIn Sales Navigator to filter businesses according to team size and growth. Aircall finds good prospects for their cloud-based phone solutions by streamlining their prospecting process and concentrating on easily accessible data points.

Step 3. Find the appropriate information sources for the list of prospects

Finding the right information sources for your prospect list is similar to assembling the equipment required to create the profile of your ideal client. To properly represent your target population, you need the relevant data points, much as a carpenter needs the right wood and nails to build a robust table. These resources can include company websites, business listings, social networking sites, and industry directories. Selecting the most pertinent data sources guarantees that the information you use to compile your list is accurate and dependable, which will make your outreach activities more successful and efficient.

The information points required to create your prospect database have been determined. It is now necessary to locate the relevant data sources. Later, we'll easily gather data from various sources and add it to your prospect list by using an automation tool like Captain Data.

Selecting the Best Data Source

The kind of business you're aiming for greatly influences the best data source. Take a look at these instances: 

  • Plumber or Carpenter: Since small business owners are rarely active on LinkedIn, it is unlikely to be of any use to them. Rather, their Google Maps and Yellow Pages profiles will provide insightful information.
  • B2C Products: Social media data from sites like Facebook and Instagram can offer insightful information about how a business is expanding, especially for products that are expanding quickly.

Sources of Information to Add to Your Prospect List

To be successful, you must more than simply names once you have a list of companies to target. Add to your list by including more information from the following sources:

1. Company website : Offers social media connections, contact information, and background data.

2. LinkedIn : With Sales Navigator's robust search criteria, this platform is an invaluable asset for individuals who are actively engaged. Your search can be further refined using Boolean operators based on job titles, company information, and keywords. For increased accuracy, you can extract many profile kinds from the same organization using account-based marketing tools.

3. Google Maps : An invaluable resource for small enterprises, such as shops, craftsmen, and service providers. Addresses, phone numbers, and websites can be found through local searches, which can expand your prospect database. Standardized data is available from public sources such as Companies House (UK) and Sirene (France).

Additional Resources: 

  • TripAdvisor and the Yellow Pages the Yellow Pages may include out-of-date information, so proceed with caution. Because TripAdvisor is a marketing platform, it provides more dependable statistics.
  • Directories of Businesses: Industry-specific directories such as Auto Trader or Wedding Wire offer comprehensive and reasonably priced information.
  • Customized Entry Points: Look into particular resources such as forums or online communities that your target audience frequents.

Recall the importance of high-quality data. Before using big datasets, do manual testing.

To guarantee the correctness of your data, update it often.

Select information sources that are pertinent to your intended audience to achieve the best outcomes.

Through the utilization of various automation technologies such as Captain Data and these varied data sources, you can create an extensive and refined prospect list that will enable you to connect with the appropriate people and accomplish your marketing and sales objectives.

Step 4. Using the appropriate tools to automatically retrieve prospect data

It is revolutionary to automate the retrieval of prospect data using specialized tools such as Piloterr. These programs search through websites and online directories to retrieve pertinent data, such as corporate profiles, social media links, and contact details. By doing away with the tiresome manual labor, this automation significantly speeds up the list-building process. Imagine spending hours copying and pasting data being replaced with a few clicks, giving you more time for outreach optimization and strategic planning. Building a highly targeted prospect list is made simple and efficient with automation, freeing you up to concentrate on the things that matter when closing a business.

Although we have identified the data sources for our prospect list, it would be wasteful and time-consuming to manually copy and paste information. By using online scraping technologies like Piloterr, we can automate this procedure and save a lot of money. Without requiring any coding experience, this platform provides pre-built workflows for a variety of data extraction activities.

Consider the scenario when you need to locate the contact information of a major decision-maker at a sizable company. Piloterr claims to have a workflow made just for this reason, which takes a website URL and extracts the user's name and email address.

This workflow seamlessly retrieves social profiles and contextual information from the website, locates the company's LinkedIn URL through Google, gathers company information from the LinkedIn page, performs a “leads” search within the company through LinkedIn Sales Navigator, and finally identifies the contact's email address using tools like Drop contact or Hunter.

Because so many tools are involved, this process may appear complicated, but with just a few clicks, you can set everything up using Piloterr, which removes the need for manual data entry and greatly expedites the prospect list-building process.

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