5 SALES PROSPECTING TECHNIQUES FOR SUCCESS

It is important to provide a useful product or service. However, it is equally important to find the people who need that product or service. Over time, business development techniques have evolved, largely due to technology. In this section, we will review the important factors that influence your prospecting strategy and provide information on how to evaluate your current business prospecting. It also offers the 5 sales prospecting techniques for success , tips on how to improve your results in order to convert more leads.

Prospecting has many aspects, from research to the implementation of various acquisition channels. Now more than ever, it’s important to have a presence across multiple prospecting channels, such as social media, email, and cold calling, to name a few.

4 QUESTIONS TO EVALUATE YOUR CURRENT BUSINESS PROSPECTING TECHNIQUES

With Prospecting, the goal is to build a multi-channel approach. There are several solutions that can help you achieve this. However, it is not enough to have a tool, you must also have a strategy.

Your company may or may not have a clearly defined strategy, but here are some questions to ask when reviewing your internal process:

HOW DO YOU FIND NEW PROSPECTS?

Consider the ways in which you find new prospects. This may include phone calls, blogs, paid advertising, or attending events in the community where your market is located.

HOW DO NEW PROSPECTS FIND YOU?

Analyze the ways in which prospects looking for your solution find your company. Typically, the website, social media, or paid ads fit this answer.


HOW DO YOU FOLLOW UP WITH THEM?

Mastering the follow-up approach is one of the most important techniques in business development. It is very rare that the first contact made with a potential prospect results in a closed deal. On average, it takes five follow-ups before a call.

Follow-up is the differential to successful sales Prospecting. If you do it manually with a large volume of leads, you run the risk of forgetting some and they fall into limbo. In the best case, you need to use a digital platform for B2B sales prospecting so that the follow-up is automated.

WHAT ADDITIONAL MATERIALS ARE AVAILABLE?

Because closing a sale typically requires multiple touchpoints, it’s important to provide materials such as presentations and other relevant resources. Sharing these materials can help your contact remember you and mention you in meetings with decision makers.

Having a solid and consistent understanding of your own prospecting strategy is step number one. The next step is to compare those results to best practices and, from there, determine what updates need to be made to your prospecting process.

WHAT DOES EFFECTIVE SALES PROSPECTING LOOK LIKE?

You need to have an open conversation with your sales team to develop effective prospecting techniques. The first conversation is about your ideal customer profile.

SALES PROSPECTING TECHNIQUE #1: PROFILING CUSTOMERS

To know where to focus your Prospecting efforts, you must first know who your customers are.

Go to your CRM, see who your current customers are and assess information such as company size, budget, date of first contact, number of days between first and second contact, industry, etc. Then answer the following questions in as much detail as possible:

WHO ARE YOUR BEST CUSTOMERS AND WHAT DO THEY HAVE IN COMMON?

Analyze which of your current customers generate the most business in terms of cross-selling and up-selling and which potential customers you can apply these strategies to. Once you have identified them, analyze the criteria that make these customers similar.

Identify 3 to 5 criteria that these best customers share and use this information to rank your ideal customer profile.

WHO ARE YOUR WORST CUSTOMERS AND WHAT DO THEY HAVE IN COMMON?

Do the same exercise as above, but with current clients or even previous clients with whom your solution has not worked well.

Create a profile with the criteria that will be a priority for potential customers, and that generally do not perform well with your company.

WHO ARE YOUR UNQUALIFIED PROSPECTS?

Apply the same idea to prospects who at some point entered your funnel, but never made it past the first few stages of prospecting.

The sooner you identify these prospects as unqualified, the better. No one wants to spend time on a missed opportunity for reasons that could have been identified in the early stages of prospecting.

APPLY EXISTING CUSTOMER PROFILES TO PROSPECTS

Once you know what criteria makes a customer good or bad, you can use Ramper to generate qualified leads based on your ideal customer profile, including industry, location, and job title. By capturing these leads, you can transfer them to your CRM for integration into your sales funnel.

The biggest tip in sales prospecting is niche prioritization. By clearly knowing who your prospects are and categorizing them by niche, you can determine which ones you should approach first. Customer profiles with a low score should still be contacted, but those with a high score are more likely to be closed and bring in more revenue. That’s why it requires more attention.


More information

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