How To Target SME Companies

If you are a sales professional or marketing executive, you will undoubtedly face difficulty in targeting SME companies. Well, you can easily reach out to mid-large companies due to their social media presence.

But when it comes to small and medium-sized companies, targeting them seems like a tough row to hoe. That's why, we have curated this blog to help YOU better understand how to target SME companies.

So, without any further ado, let's get started.

What Does SME Stand For?

SME stands for small and medium-sized enterprises. These are the businesses that keep revenues, assets or the number of employees below a certain limit. Each country has its own criteria for what constitutes a small or medium-sized enterprise. Certain size criteria must be met, and the industrial sector that a company operates in is considered as well.

The SME companies are a critical part of the economy. These type of companies include every type of businesses that are running on a small scale or on a medium scale. They operate in a range of industries including manufacturing, retail, construction and more.

Indian SMEs - Backbone Of Economy

In a time of global uncertainty, India is changing. And if you look around the corner, chances are you’ll get a glimpse at an emerging India powered by small and medium enterprises (SMEs).

There are two main categories of SMEs in India, which are based on the nature of business. These are: Manufacturing Enterprises (involved in the production of goods throughout a variety of industries), and Services Enterprises (invest in equipment and provide services).

In terms of GDP contribution, SMEs in India currently contribute about 6.11% of the manufacturing GDP and 24.63% of Service sector GDP. The number of SMEs in India is estimated to be at 42.50 million (95% of the total industrial units in India).

SME sector of India is contributing to 45% of the Indian manufacturing output, 40% of India’s total exports, employing 80 million people (40% of India's workforce), and produces more than 6000 products for the Indian and international markets. (Source - Evoma)

Clearly, Indian SMEs play a significant role in accelerating the economic growth of the country.

Now, moving further on how you should target these SME companies to increase your business revenue.

How To Target SME Companies In India?

There is no one-size-fits-all approach while targetting SMEs – so we are going to talk about a few approaches that will definitely work for you.

Generally, enterprises or large companies are reachable via emails or even the decision-makers in these companies are highly active on the professional patforms. And, in case of SMEs, the decision-makers are owners or directors who are less likely to revert you on your emails.

But now, with just one click you can reach out to SMEs. Sounds like a miracle, isn't it?

You might heard about LinkedIn Sales Navigator platform for prospecting. So, this is the one approach to target small and medium-sized businesses.

And the another one is just like a magic wand for the advanced targeting of these companies. Here, we are talking about the Prospector platform that gives you access to more than 13 lakh SME companies in India. It will also provide you the contact data of their directors.

Let's move further to explore how these platforms work.

(1) LinkedIn Sales Navigator

Step 1: Log in with your LinkedIn Sales Navigator account. Click on the Sales Navigator icon at the top right corner of the home page.

Now in the search option, you will have two types of filters for targeting. One is a lead-based filter, refers to an individual profile and the other is an account-based filter that means a company profile.

Step 2: Click on the "Account filters".

You will get all the sub-filters associated with it, such as Annual revenue, Company headcount, Headquarters location, Industry, etc.

Step 3: Suppose you want to target the SME companies of manufacturing industry. So, select "Company headcount" 1-10 and 11-50. Set "Headquarters location" as India and choose the "Industry" domain as manufacturing.

Step 4: After selecting these filters, you will get more than 230K search results on the right side of your dashboard. Now if you want, you can select all these companies or choose as per your requirements.

You can use the Academy Scraper tool to get your targeted list in an excel sheet and download it.

After getting a huge list of your targeted SMEs, you can reach out to them via Mr. E by EasyLeadz, the B2B contact data provider. It provides you the direct phone numbers of the potential decision-makers on the platforms like LinkedIn, ZaubaCorp, InstaFinancial, and Tofler.

(2) Prospector Platform

EasyLeadz's Prospector platform gives you instant access to a large number of leads. Moreover, you can instantly view the contact details of these leads and also download the thousands of leads in just few minutes.

This platform comes with filter options like Keyword, State, Company Age, Industry, Company Type, and Paid Up Capital. You can target companies as per your targeted criteria.

With this prospector platform, you can get an access to more than 13 lakh SME companies in just a single click and also the contact details of decision-makers in these companies.

How Does It Work?

Use Case 1: Suppose you want to target hotels that are based out of Chandigarh. Now, in the keyword section, enter the word "hotels". Choose the state as "Chandigarh" and click on the "Search" button.

You will get a list of 694 companies in the hospitality sector in less than a minute. This is the magic of the Prospector platform.

Now, to get this list you can select all the companies or choose as per your requirements and then click on "Save contacts in bulk".

After clicking on it, you get an option to save the list either by creating a new list or adding this list to an existing list. You can also select the number of people per company. Now, click on "Save Changes".

If you want to get the direct phone numbers of the decision-makers in these companies, then click on the value provided under the column "Total People". Once you clicked on it, you will get the details of the decision-makers.

Now, click on "View Number" to see the director's contact number.

Use Case 2: Suppose you want to target the "consumer electronics" industry with paid-up capital up to 5 lakhs. Enter the required inputs and click on the "Search" button. Now, the high-quality data of 791 companies is in front of you.

Use Case 3: Suppose you want to target companies that have more than 25 years of age and from the manufacturing sector. Here, select the company type as "manufacturing" and company age "25+". Click on the "Search" button and you will get the data of 46594 manufacturing companies.

Thus, you can easily reach out to SME companies all over India with one single click.

If you want to book the demo for the prospector platform or purchase the subscription for it, click here.