Every minute and a half, a CEO leaves their job. And 65% of American workers are actively looking for another job right now as you read this. All that change can make keeping up with contacts feel like a full-time job.
That’s where job change data comes in. With alerts and filters, you can keep up with changes in your current contact list and find contacts who are fresh to a new role.
But how is job change data useful, besides just keeping your information up-to-date? Turns out, you can do a lot with it.
Here are 7 tactical ways you can use job change data to find (and keep) customers.
1. Identify new decision-makers
This is the most obvious use case for job change data. When you’re prospecting, look for people in decision-maker or budget-approving positions who are new to the role. Those fresh contacts may want to shake things up and start new initiatives – which means they’re more open to exploring new solutions.
And get in while they’re fresh in the role, before your competitors have a chance to swoop in and woo them.
2. Build connections with new target companies
What about when someone you’re already connected with moves to a new company? That equals a new, fast opportunity. Keeping in touch with a connection who’s switched companies gives you the opportunity to reach a new account through someone that already knows and loves your product.
It can take a lot of time and effort to penetrate a new company, but following your connection gives you an “in.”
3. Revive lost connections
Job changes are also a great way to reconnect with prospects or customers that you’ve lost touch with. When you see that a contact’s employment details change, use it as an excuse to reach back out.
If they’re in a new role at the same company, then they might be in a better position to make decisions about your solution or explore new offerings and upgrades.
And if they’ve switched to a new company, then you can use your familiarity with your old connection to give you an edge with a new prospective logo.
4. Identify growing companies
It’s easy to think job change info is only useful at the individual contact level, but zooming out and looking at company trends can be helpful as well.
As companies and departments expand, they’ll look for new tools and partnerships to support their growth. Plus, a hiring boom probably means they’ve got strong revenue and a willingness to buy.
If you see that a target company has a lot of recent job changes and employees that are new to their roles, prioritize your outreach to them – it’s a good sign that they’re on a growth trajectory and open to doing business.
5. Track trends by department to find expanding interest
While looking at hiring trends for the company at large can hint at growth and budget, focusing on a specific department can predict interest. Department growth is a key buying signal that can indicate a company’s current priorities.
For example, say you sell security software. If a target company has a lot of new hires in security and compliance, they’re probably ramping up their security initiatives. That means they might open to learning about solutions that will help them take those initiatives a step further.
6. Prevent churn with current customers
Use job change alerts to monitor for potential churn risk. When key contacts leave, especially for high-value accounts, that can impact renewal conversations and indicate account instability.
Take proactive steps to build a relationship with others at the company and with the person who’s stepped into your old contact’s role. Staying on top of key personnel changes at your customer companies can help you avoid major disruption to important relationships.
7. Strengthen existing customer relationships
While you’re keeping an eye on existing customers’ job change patterns, think of ways you can expand and retain your account.
Identify new decision-makers and budget holders for your major accounts and schedule introductions early on in their tenure so you can build rapport and keep the account strong.
Track new customer contacts at the user level and reach out so you can proactively onboard them. Make sure they have all the right training resources and support contacts to use your solution. That way, their customer experience is amazing from the get-go and increases the chance they’ll want to stay with your product when renewal comes around.
You may be thinking, “This all sounds great, but how do I do it?”
Let’s break down how to find new contacts who are fresh in their jobs and how to get updates about current contacts.
How to find prospects new to a role
It’s easy to find contacts that fit your ideal customer profile (ICP) who are new to their roles.
When you’re prospecting in Lusha, search for your ICP and layer on the job change filter. You can filter your search results by contacts who have switched roles within the last 60 days, 90 days, 9 months, or 1 year. From there, reveal their contact information and you’re ready to go.
How to track job changes
What if you’re not trying to find new contacts, but instead wanting to find out when a contact you already have makes a job change? We make that simple too. When you sign up for job change alerts with Lusha, we’ll let you know when a key contact switches roles at their company or gets a job somewhere new.
Not only can job change filters and alerts be used to improve relationships with both your existing and future customers, but they’re also super simple to use. Sounds like a win-win to us. Start with Lusha today to try it out for yourself.
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