As the world shifts towards account-based everything (ABE), finding the right contacts within target accounts has become increasingly important. However, traditional methods such as LinkedIn and email scraping are becoming less effective. In this article, we’ll share 7 advanced techniques for finding contacts in target accounts that will help you take your ABE efforts to the next level.
1. Use Advanced Search Operators on LinkedIn
LinkedIn is a great resource for finding contacts, but many marketers stick to basic search methods. By using advanced search operators, you can narrow down your search and find the most relevant contacts. For example, you can search for contacts within a specific company using the site: operator, or find contacts in a certain job role using the title: operator.
2. Leverage Employee Referral Programs
Many companies have employee referral programs in place, which can be a great way to get introduced to contacts within target accounts. Reach out to current employees and ask if they know anyone at the target account who would be a good fit for your product or service.
3. Utilize Company Directories
Many companies have internal directories that list the names and contact information of employees. These directories can be found on the company’s website or intranet. Even if the directory is not publicly available, you can reach out to the company’s HR department and ask for a list of employees.
4. Attend Industry Conferences and Events
Attending industry conferences and events is a great way to meet contacts in target accounts. Take the time to research which events your target accounts will be attending and make sure to attend. Use the opportunity to network and schedule meetings with potential contacts.
5. Use Social Media Listening
Social media listening is a great way to find contacts in target accounts. Use tools such as Mention or Hootsuite to set up alerts for your target accounts. This will allow you to see when your target accounts are mentioned online and find potential contacts.
6. Use Reverse IP Lookup
Reverse IP lookup is a technique that allows you to find all the websites hosted on a specific IP address. By using this technique, you can find potential contacts within a target account by identifying all the websites hosted on the same IP address as the target account’s website.
7. Leverage Data Enrichment Tools
Data enrichment tools such as Clearbit or ZoomInfo can be a great resource for finding contacts within target accounts. These tools allow you to search for contacts by company, job title, and more. They also provide additional information such as email addresses and social media profiles, which can be very helpful in reaching out to potential contacts.
8. Utilize Public Records
Public records can be a valuable resource for finding contacts within target accounts. These records can include information such as business licenses, property records, and court records. By searching for the target account’s business name or address, you can find information such as the names of company executives and their contact information.
9. Use Professional Networking Platforms
Professional networking platforms such as Xing or Viadeo can be a great way to find contacts within target accounts. These platforms allow you to search for contacts by company, job title, and location. They also provide additional information such as job responsibilities and professional background, which can be very helpful in reaching out to potential contacts.
10. Utilize Google Search
Google search can be a powerful tool for finding contacts within target accounts. By using advanced search operators such as site:, filetype:, and link:, you can narrow down your search and find relevant contacts. Additionally, you can use Google’s “People Also Search For” feature to find related companies and potential contacts.
In summary, finding contacts within target accounts can be a challenging task, but by utilizing advanced techniques such as advanced search operators, employee referral programs, and data enrichment tools, you can increase your chances of success. Additionally, utilizing public records, professional networking platforms, and Google searches can also provide valuable insights and contact information. By using a combination of these techniques, you can build a comprehensive list of contacts within your target accounts and take your account-based everything efforts to the next level.