So you're a new Sales Development Representative and wanting to ramp up quickly, or you've been around awhile but not hitting quota? Chances are you're not targeting the right prospects, and definitely not in the right manner. Having a crystal clear understanding of your ideal customer is key. You wouldn't try and sell a bald man a haircut! A simple example but in business to business it's a lot harder. Companies and industries are complex. A tool like ChatGPT can be very useful. It can help you identify the vital characteristics of the perfect company for your product. This article serves as a comprehensive guide to utilizing ChatGPT effectively in the realm of sales prospecting, complete with specific examples of prompts and responses. Combine it with our article on Sales Trigger events and our comprehensive guide to Chat GPT for sales to really up your game!
Before delving into the specific examples, let's outline the primary steps of how you can leverage ChatGPT to pinpoint key characteristics of your ideal customer:
Which industries are most vulnerable to cyberattacks?
What are the top cybersecurity concerns for small businesses?
How do small businesses typically assess cybersecurity software?
Employ ChatGPT to respond to your questions: Feed your questions into ChatGPT and analyze its responses for actionable insights.
Let's dive deeper into this process with more specific questions and responses.
Prompt: "Which industries are at the highest risk of cyberattacks and would greatly benefit from a comprehensive, easy-to-implement, and affordable cybersecurity software?"
Prompt: "What are some common attack vectors and cybersecurity vulnerabilities that small businesses in healthcare, finance, retail, and technology industries face?"
Prompt: "What compliance requirements or industry-specific regulations should our cybersecurity software address for small businesses in healthcare?"
Prompt: "How do decision-makers in small businesses prioritize their cybersecurity budget, and what features do they look for in cybersecurity software within healthcare?"
When it comes to prioritizing cybersecurity budgets, decision-makers in small healthcare businesses often focus on the following factors:
When it comes to choosing a cybersecurity software, decision-makers in small healthcare businesses often look for features like:
After analyzing ChatGPT's responses, you can refine the profile of your ideal company based on the insights provided. Here are some key characteristics to consider:
Your cybersecurity software would be particularly beneficial for high-risk industries such as healthcare, finance, retail, and technology. For more detailed insights into these industries, you can use ChatGPT to ask specific questions as above.
Your cybersecurity software is designed for small businesses, typically comprising between 1 to 100 employees. To understand the unique cybersecurity needs of these businesses, you can use ChatGPT to generate focused queries.
Here's an example asking ChatGPT to define the personas that would be considering the issues mentioned above for a healthcare business with less than 100 employees.
ChatGPT can shed light on common concerns for each persona. Let's see what happens when we ask it to let us know the key pain points for a Data Proection or Compliance Officer when looking at cyber security systems.
Your cybersecurity software should be equipped to handle industry-specific regulations like HIPAA for healthcare, PCI DSS and SOX for finance, PCI DSS for retail, and various compliance needs for technology companies. ChatGPT can offer more details on these regulations upon request.
Understanding how small business decision-makers allocate their cybersecurity budget and what features they look for can be crucial. ChatGPT can provide insights into their decision-making process and help you understand their needs better.
If you want to be smart, use other products in your tech stack to do the prospecting for you. Check out our three guides below:
1. How to scrape linkedin for contact info
2. Using tech to both automate AND personalise emails
3. Best Auto dialers for salespeople in 2023
We'd certaintly recommend paying for ChatGPT4. at only $20 per month, it's ability far exceeds that of ChatGPT3.5. The web browser is useful for research however can get stuck in loops. Here's an example of when we asked it to come up with 5 potential small finance companies to speak to regarding cybersecurity. A simple prompt, which it failed.
In conclusion, Chat GPT is a powerful too to help with sales and in this case prospecting, however it cannot be completely relied upon. It should be added as a tool within your tech stack.