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Comment prospecter par email ?

« Ce n’est pas l’employeur qui paye les salaires. Mais le client ! » Cette citation d’Henry Ford place tout de suite le contexte de cet article. Pas de clients, pas d’argent. Pas d’argent, pas d’entreprise ! Et quand on n’a pas les moyens d’embaucher un commercial, il faut bien que quelqu’un s’occupe de la prospection des nouveaux clients. Il existe plusieurs moyens de démarcher des clients lorsque vous exercez en B to B (quand votre client est un professionnel). Une de mes méthodes préférées est la prospection par mailing. Même si j’avoue que j’ai plutôt un faible pour les tunnels de vente.

L’email présente en effet un avantage considérable par rapport au téléphone ou au porte-à-porte. Il permet de solliciter plusieurs personnes en même temps. Vous envoyez votre email une fois et plusieurs dizaines ou centaines de personnes seront touchées en même temps.

Quand vous appelez un prospect, c’est un à la fois. Le nombre de prospects que vous appelez dépend donc du temps et de la motivation que vous avez à ce moment-là. Vous vous enfermez dans votre bureau et vous appelez toute votre liste sans bouger.

Sinon, vous avez la troisième option, qui est clairement celle que j’aime le moins et qui de mon expérience est la moins efficace : le porte-à-porte. C’est comme le téléphone. Tout dépend de votre temps et de votre motivation. Le hic ? C’est que contrairement au téléphone ou vous pouvez enchaîner les appels. Pour le porte-à-porte, vous avez de la distance géographique entre deux prospects et vous perdez donc du temps entre deux démarchage.

Maintenant que nous avons vu l’intérêt de prospecter par email, voyons comment s’y prendre 🙂

1. Préparez une base de données avant de prospecter par email

Afin de réaliser une campagne de prospection efficace, il faut être rigoureux et suivre une méthodologie précise. Avant de créer le tableau ou la base de données, il faut d’abord vous procurer ces données. Il existe plusieurs moyens :

  • acheter une base de données existante
  • vous procurer une base de données existante gratuitement grâce à votre réseau
  • récupérer automatiquement des données grâce à des outils informatiques
  • constituer manuellement votre base de données

Je ne reviens pas sur les deux premiers points qui sont assez explicites. Pour ce qui est de récupérer des données grâce à des outils informatiques, j’ai utilisé PhantomBuster. C’était pour ma part dans un cadre B To C. Mais il est tout à fait possible de l’utiliser en BtoB. C’est un outil très puissant que je ne saurais que vous recommander. Il existe également des outils qui vous permettent d’extraire automatiquement des données issues des résultats de recherche de Google Maps. Je n’ai pas d’exemple à vous livrer car j’ai utilisé la méthode … manuelle 😉

Très simple. J’ouvre un classeur Excel. Je crée mes colonnes « Nom restaurant », « Adresse », « Téléphone », « Type de restaurant », « Adresse email », « Site internet »… (j’ai une cinquantaine de colonnes sur ma base de données). Je tape « Restaurants Bordeaux » sur Google Maps. Et je recopie toutes les données dans mon fichier Excel.

J’y ai donc passé beaucoup de temps. Peut-être trop même. Mais ce qui est sur, c’est que j’ai amélioré ma connaissance du marché de la restauration sur Bordeaux. En effet, l’avantage, c’est que j’ai construit ma base de données selon mes besoins et que j’y ai mis des informations que j’ai personnellement trouvées. Donc pas de risque d’informations erronées.

Constituer sa base de données est donc la première étape. Mais ce n’est pas la dernière 😉

2. Déterminez l’objectif de votre prospection

Vous n’allez pas dire la même chose à votre prospect selon que vous souhaitez obtenir un rendez-vous, lui vendre un produit ou l’inviter à un événement. Pour ma part, je n’ai pas pour intention de vendre par mail. L’objectif de mon mailing a toujours été d’obtenir un rendez-vous. C’est habituellement le cas en B to B. Réaliser des ventes sans voir son prospect est plutôt commun dans le B to C (quand votre client est un particulier).

3. Préparez un plan de prospection

Vous avez votre objectif. Assurez-vous également de bien maîtriser le contexte. Je prends mon exemple personnel. J’ai environ 1000 restaurants dans ma base de données. Mais je ne contacte jamais les 1000 en même temps. En effet, je les classe en sous-catégories par rapport à des informations préalablement recueillies.

  • Est-ce que c’est un restaurateur que j’ai déjà contacté ? Si oui, je le relance. Si non, je me présente.
  • Dans quelle zone se trouve-t-il ? J’essaye d’adapter mes arguments en fonction de leur localisation pour donner un sentiment de personnalisation du mail.
  • Quel profil présente-t-il ? Je ne m’adresse pas de la même façon aux restaurateurs qui souhaitent augmenter leur visibilité auprès d’une nouvelle clientèle qu’aux restaurateurs qui souhaitent fidéliser leur clientèle actuelle.

Quand j’ai déterminé mes sous-catégories, j’élabore mon plan. Par exemple:

Lundi matin, j’envoie un mail à 20 restaurants du quartier des Chartrons. Si je n’ai pas de réponse avant mercredi, je relance jeudi par téléphone. Sinon, j’y passe directement vendredi. Essayez quand même d’éviter le harcèlement 😉

Mon plan de prospection mêle donc prospection par mail, prospection téléphonique et prospection physique.

4. Préparez votre mail

Comme cet article traite de la prospection par mail, revenons donc à nos moutons. Je le disais juste avant. Vous avez plusieurs profils de prospects. Ils ne sont donc pas touchés par les mêmes arguments car ils n’ont pas les mêmes besoins. Vous les avez donc classés par sous-catégories. Quel que soit leur profil, la structure de votre mail doit toujours ressembler à cela :

  • Un objet de mail accrocheur : je n’ai pas de recette magique. Tout ce que je peux vous dire, c’est que j’en ai testé des dizaines. Je me souviens d’un titre qui avait pas mal marché et qui était : « Votre réponse » 😉
  • Orientez-vous sur les bénéfices, les avantages que procure votre produit ou votre service. Ne soyez surtout pas dans la description. Il faut que vous parliez de votre prospect et pas de votre produit ou votre entreprise.
  • Proposez deux dates date de rendez-vous. Plutôt que de dire : « Seriez-vous disponible pour un rendez-vous ? ». Dites : « Je vous propose de nous rencontrer ce vendredi 14 juin à 10h. Sinon je peux également vous proposer le lundi 17 juin après-midi. Lequel de ces deux créneaux préférez-vous? « 

Gardez simplement à l’esprit que vos prospects reçoivent beaucoup de mails. Allez à l’essentiel et parlez-leur d’eux !

Je vous conseille de lire cet article pour vous remémorer quelques principes de psychologie que vous pourrez utiliser dans l’écriture de vos mails.

5. Lancez votre campagne emailing

Ça y est, vous êtes prêt à lancer votre campagne emailing. Pour cela, plusieurs options. J’utilise le publipostage sur Outlook. Je peux donc envoyer l’email à plusieurs centaines de prospects en même temps. Il est également possible de personnaliser certains champs du mail (le nom de l’entreprise, le nom de votre prospect…).

Sinon, vous avez également des logiciels d’emailing. Que je n’ai pas utilisés dans le cadre B to B. Mais pour avoir utilisé Mailchimp en B to C, c’est un outil que je recommande. L’avantage par rapport à Outlook, c’est que vous avez accès à d’autres fonctionnalités.

Vous pouvez suivre le taux d’ouverture de vos emails et vous pouvez lancer des campagnes A/B Testing. C’est-à-dire que vous envoyer un mail à 50% de vos prospects et un autre mail aux 50 autres %. Vous comparez ensuite les résultats et vous ajustez à l’avenir vos actions.

À retenir pour prospecter par email

Prospecter par email présente de nombreux avantages par rapport au phoning ou au démarchage physique. Pour autant, vos prospects reçoivent énormément de mails chaque jour et il peut être difficile de faire sortir son mail du lot.

Faites-vous donc un fichier client pour collecter les informations et assurer le suivi. Déterminez bien votre objectif. Préparez votre plan de prospection et votre mail. Et lancez-vous !

Et vous, quelles sont vos techniques pour prospecter par mail ? Quelles sont vos difficultés ?

À bientôt 🙂

Reçois gratuitement le guide "Les 7 clés pour devenir un entrepreneur libre"

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