The art of attracting cold prospects

The art of attracting cold prospects, what you need to know.

Whether in a private or professional setting, we are sometimes confronted by the art of attracting prospects. We have all been solicited by someone who wanted to sell us or offer us something we didn’t necessarily think we needed.

If most people are immediately resistant to the idea of being approached by a stranger and, what’s more, to be offered a product or service, it can be said that the way to approach a prospect is of paramount importance to the success of a business canvasser in a customer prospecting context.

Asking for permission

To understand it, you just have to put yourself in the shoes of a prospect.

Put yourself in the shoes of someone who is approached in the middle of the day on the phone, in person or otherwise, by someone you don’t know and who is trying to sell you something or offer you a sales appointment for a product or service that you are not yet aware of or convinced you need.

A good canvasser will be able to quickly put the person at ease by briefly but clearly communicating his or her intention and asking if now is a good time to take some time.

Of course, some people will say no and should be offered another time to talk, but it’s amazing how, faced with such a choice, many people are reluctant to say no for fear of missing something.

All you have to do is ask.

If the prospect agrees to listen, the sales representative will have taken a first step, a very important step since the prospect had the choice to say no and said yes. He has made a kind of commitment to the prospect and a real exchange can then take place.

Interesting the prospect

Depending on how the prospect reacted to the first approach, we can then move on to the next step, which consists of identifying his challenges and his interest in the product or service we have to offer.

This step is as delicate as it is crucial, and we must not rush things.

A few questions can be used to better understand the context and possibly make the prospect realize that we may have a solution to one or more of his problems or that we can help him improve one or more of these processes.

Pay attention to the number and complexity of the questions asked. As a general rule, you should avoid indiscreet or overly complex questions and especially interrogation, which could put the prospect on his guard and cause him to stall. It is preferable to stick to one or two well-targeted questions, and to add an affirmative question if a favourable wind is blowing.

Getting a second interview

If the answers reveal that the prospect has the potential to become a customer, then a second appointment must be confirmed.

The goal is to have a more structured discussion to further explore the particular challenges the prospect faces and the potential benefits of the product or service.

At Prospecto, our agents put these principles into practice every day with dedication and talent.

They do so by using the telephone and other digital communication media, adding a great deal of know-how and experience that guarantee an excellent success rate to the prospecting campaigns entrusted to us by our clients.

 


More information

If you would like to know more about the best customer service providers, please do not hesitate to contact us. You will need to fill out the form provided on our website.

 

 

 

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