In today’s competitive legal landscape, it’s not enough to simply wait until clients come to you. You need to be proactive and actively reach out to new prospective clients. It is time to take control over who you work with!
For prospects and target companies, Nexl has created a dedicated Prospecting module that will allow you to manage your existing prospects, and add new ones (even if you are not yet in touch with them).
With Nexl's built-in Prospecting tool, you can search for prospective clients and their contact details, right within Nexl. And with over 450 million Company and Contact records, there are endless opportunities to discover!
1. Click on Prospecting from the left-hand panel.
2. In the top right corner, click on SEARCH PROSPECTS >>
This will take you to a list of companies that you can further filter to find those that match your ideal client profile (ICP).
3. Filter your search.
Now we need to define who we want to reach out to. You can filter based on Country, Industry, and Head Count (estimated number of employees). Use the dropdown menus to select a country, an industry, and a head count to define your ideal prospective client.
When applied, these filters can quickly generate lists of potential prospects based on your criteria. This effectively gives you instant market intelligence on your target market.
If you're having trouble defining your target prospects, look at your current clients—think about what industries they're in and where they're located.
4. Evaluate the companies that match your search results.
Now you can go through the list of Companies that match your ideal prospect profile. For more in-depth information, you can go to their homepage and LinkedIn page directly from Nexl.
Use these resources to get a broader picture of what the company's mission and business objectives are like, and if they would make a suitable prospect.
5. Click the Add Prospect icon to add a Company to your Prospects list.
Once you've identified an ideal Prospect, click the Add Prospect icon in the right-hand column to add the Company to your Prospects list.
(If the company is already in your Nexl database, the button will be replaced by a link that says View, which will take you to the Company record.)
6. Click the View link to navigate to the Company record.
The next step is to find decision-makers you can reach out to. Once the Company has been added, the Add Prospects icon will change to a View link. Click the View link to view the Company record.
7. Within a the Company record, click the PROSPECTS tab.
The Prospects tab will generate a list of contacts that your firm has not contacted before. This is where you can search for individual Contacts within the prospect's Company record.
8. Filter your search.
Use the search tool to narrow the list by Name, Job Title, or Location. For example, an IP firm may want to look for contacts in their jurisdiction with titles related to Branding or Marketing.
For more in-depth research, you can navigate to a Contact's LinkedIn profile directly from Nexl. This will help you evaluate the suitability of the contact and get a better sense of that person's role and expertise.
9. Find contact details.
Once you've identified a Contact you'd like to reach out to, click "Find contact details."
Nexl will then search for the Contact's details. (This may take a few moments.) Once loaded, click on VIEW CONTACT to see the Contact record.
10. Add the prospect to your Contacts.
Click the Add to My Contacts icon to add the prospect to your Contacts.
Now it’s time to send your new prospect an email to introduce yourself!