7 Proven Tricks For Sales Prospecting
Most sales reps believe prospecting to be one of the toughest parts of their job, but unfortunately it is also one of the most important ones!
Prospecting means finding details of ‘prospective’ customers who would like to buy from you and are interested in your product or service.
Without finding new leads, it is impossible to have a full sales pipeline, which means you aren’t converting as many sales either. Prospecting may not be as exciting as closing a deal, and may get boring or repetitive, but it is an imperative step that helps the sales pipeline stay full of quality leads and kick-starts the entire sales process.
Every new prospect you find is a new opportunity. Simply put – more prospects you have, higher the chances of you closing a sale.
Prospecting is a challenging and time consuming task, but if done right it can help you find the potential customers for your products or services. Here are some tips for the right way to go about sales prospecting.
Find out who your ideal prospect is
Creating profiles of existing customers is a great way to target certain groups of people with only relevant information. This segregation also helps in understanding the pain points of every group, while finding the solution. In prospecting as well, figuring out who your ideal customer is, will help you find the right prospects.
You can do this by first identifying who your top customers are, who has purchased from you the most, who are your lowest paying customers, etc. This will help you create an ideal customer profile and segregate customers into the right groups.
Just because a customer is in your database does not mean they are ideal for you. Creating this prospect profile will help you identify customers who are most likely to convert and thus help you focus on the bigger fish.
Where can you meet the most ideal prospects
Think about how you came in contact with your best customers – did you meet them at a business convention, or were they referred to you? Was it through your website or a case study you published? Also think about the social media platforms your most ideal prospects use. Did LinkedIn help you reach more prospects?
Thinking in this way can help you look in the right places and find the right customers who are the most ideal for your business.
Customised email marketing
Email marketing is here to stay and contacting leads and prospects through email has been known to be one of the most effective ways. One important point to keep in mind when using an email marketing campaign is that you cannot send out generalised bulk emails – personalisation is key!
Make sure to customise the emails with the receiver’s name and also send targeted information to make sure it is relevant to them. Check out our blog on the evolving email marketing trends to keep up with what is best at the moment.
Stick to your calling lists
Whether it is a cold call or warm call, the power of a phone call can go a long way! Go over your call lists and start with the hottest leads. The point of this call is to understand the leads’ pain points and find out how you can help them. It doesn’t need to be a scripted pitch, but more of a conversation where you can get to know the lead better.
Having an interesting conversation about their needs, requirements and issues can make it easier for you to gauge how you can help them and it makes qualifying leads simpler as well.
Gather all the information
Become a know-it-all in the industry so that people see you as an authority on the subject and are more trusting of you. Not having all the information can also make you seem underprepared and potentially lose out on sales.
Make sure to keep up with all the updated trends of the industry you work in, while also understand your product 100%. The understanding of your customers is also important so you can correctly identify the problem, find a solution and help your lead, in turn making it easier for them to make a purchase from you.
Create a strong social media presence
Social media is another new medium that is here to stay, whether for personal or professional use. These days, customers use the internet to research the brands they want to purchase from and if you don’t have a website, LinkedIn, Facebook or Instagram, your company seems untrustworthy.
Create an online persona that is easy to approach, and is an easy place for customers to contact you and find out more about your products, services and new offers. This is important because studies show that over 82% of leads actually look up the company they are considering on LinkedIn before they get back in touch with them.
Make sure to follow up on a timely basis
There is a very slim chance that you call a prospect and on the first go they make a purchase. The process of changing a lukewarm lead into a hot one can take time and nurturing, which is why following up with leads on a timely basis can help you further the process.
Follow up with informative emails, calls to take the next step, something you sent them on social media – mix up your communication channels and make sure you stay at the forefront of the prospect’s mind. Keep it casual and informative instead of being pushy.
Since prospecting is one of the first big steps to get the sale going, doing that right can make the rest if the journey easier. Use the best tips that work for you to find the right prospects and nurture them through the sales pipeline to covert more leads!
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