We have heard rumours of businesses putting in place strategies to contact 10,000 new prospects per month as a genuine long-term strategy.
A recent client survey revealed that on average, once we lock down the target profile and run a search. Most B2B businesses return a prospect audience of between 10,000 and 20,000 target companies.
Here are the numbers, where do you fit on the chart?
Percentage of clients by Market Size
So even if we consider a total market sweep every six months, there is no good argument to contact more than 1/6 of your total addressable market per month.
The rule is bulletproof and simple.
Never contact more than 1/6 of your total addressable prospect base per month.
Based on the 1/6 logic, here are the maximum viable outreach volumes per month, based on market size:
Now divide by 6 to establish max productive prospecting rate based on market size.
Here it is:
Don’t be wowed by cheap tools offering high volume, low quality outreach. Anything over the limits outlined will certainly be doing more harm than good.
You’ll simply be burning through your market.
Circling back to the notion of contacting 10k prospects per month, the idea has a genuinely destructive potential and should be avoided except in the very rarest of circumstances. The high-volume approach can quickly become a catastrophic misjudgement for any business with a sub 50k market size.
Still thinking about going high volume?
At 10k prospects per month you can forget your 6-month market cycle. A business with target market of say 5,000-10,000 prospects will burn through their entire addressable market in 9.5 days. It is a nonsensical proposition and one that is easily overlooked in the face of well-advertised, seemingly low-cost outreach tools. But the damage can be immense.
Take it from us, or take it from our clients, higher quality personalised outreach scheduled at a rate that your market size can support will always outperform the low-cost, high-volume outreach models.
Every single time.