PROSPECTING CUSTOMERS BY PHONE

PROSPECTING CLIENTS BY PHONE: HOW IT WORKS AND TIPS FOR PROSPECTING NEW CLIENTS.

If you want to make your business more competitive and gain traction, it is essential to focus on prospecting for new customers. There are several ways to prospect for business opportunities. One of them is the use of the telephone.

Même avec les progrès technologiques et un accès plus large à l’internet et aux outils numériques, le téléphone reste un outil pertinent pour ceux qui travaillent avec les ventes.

In this article, we will explain how telephone prospecting works and give you valuable tips on how to prospect for new customers using this tool:

. Study the company you represent and its competitors;
. Know all the features of your product or service;
. Develop a profile of your ideal customer;
. Create a list of potential customers;
. Define your prospecting pace;
. Develop a script for your calls;
. Practice active listening.

WHAT IS TELEPHONE PROSPECTING AND HOW DOES IT WORK?

Telephone prospecting is a sales strategy in which the salesperson calls potential customers in order to better understand their needs and present possible solutions.

In this prospecting format, the prospects usually do not expect to receive the call from the salesperson or have not even heard of the company the salesperson represents.

Despite this, the salesperson must adopt a consultative posture in selling and show a willingness to solve the prospect’s problems.

ADVICE ON HOW TO PROSPECT FOR CUSTOMERS BY PHONE

Prospecting for customers by phone goes beyond simply picking up the phone and calling companies that might be interested in your products and services.

To help you, we’ve provided some key tips on how to better prospect for customers by phone.

PROSPECTING CUSTOMERS BY PHONE

STUDY THE COMPANY YOU REPRESENT AND ITS COMPETITORS

In order to do a good customer prospecting by phone, you need to have a complete knowledge of your company and also of your competitors. This will help you build convincing arguments for prospects.

KNOW ALL THE FEATURES OF YOUR PRODUCT OR SERVICE

Since prospecting is done over the phone, you need to be as clear and specific as possible when describing the features of your product or service.

In addition, knowing your solution well will help you know which types of businesses to focus your prospecting on.

And remember: it’s essential to describe how your solution solves customers’ problems, what it does to make their lives easier and bring better results to the company where they work.

. ESTABLISH THE PROFILE OF THE IDEAL CLIENT

The process of prospecting for clients tends to fail when you don’t have a well-defined ideal client profile.

This is a must practice to optimize efforts and avoid wasting time with companies that don’t fit your solutions.

. CREATE A LIST OF POTENTIAL CLIENTS

In this third tip for telephone prospecting, make a list of companies you want to do business with. Find out who the decision makers are or who can put you in touch with them.

. DEFINE YOUR PROSPECTING PACE

The prospecting cadence refers to the number of calls you will make when you prospect your customers by phone. https://prospecto.ca/

It is important to define the cadence because your prospect will hardly be qualified from the first call. In addition, with a prospecting cadence, you avoid persisting more than necessary with a prospect.

. CREATE A SCRIPT FOR YOUR CALLS

Developing a script can be very helpful when making prospecting calls.

Your script should contain key information that will guide you through your conversations with prospects. This way, you will be more confident when you make the calls.

. PRACTICE ACTIVE LISTENING

A very common mistake when prospecting for customers by phone is not listening to what your prospect has to say.

Therefore, practice active listening in order to study and understand the real needs of your prospects, and then propose the best solutions.

And so, do you have a clear understanding of how to prospect for customers by phone?

In addition to the tips we’ve mentioned here, it’s worthwhile for you to adopt a CRM software.

With this type of tool, you have in the palm of your hand all the information about your customers’ profile, their buying habits and all the contacts they have made with the company.

In addition, a good CRM system provides all the statistics and data on sales person and product performance and other metrics that your company needs to monitor, not to mention a clear and intuitive sales funnel to see where deals are in the buying journey.

This way, you can better organize your contacts and have better control over the entire sales process, keeping your customer data always up-to-date and easily accessible.

More information

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