Prospecting is the first step to making a saleJohn Sanders
There is no doubt that prospecting is one of the most important stages of the sales process. However, most sales reps find it challenging and less exciting than closing a deal.
This is the reason why reps postpone sales prospecting.
The problem is that the chances of new sales happening are slim without good-quality leads in the sales pipeline. Therefore, it is imperative to acknowledge the role of prospecting in the entire sales process and identify it as the kick-starter that gets the ball rolling.
Now that you know every prospect represents an opportunity for sales, here are a few tools that will help you show your sales skills and find the potential customers that are a good fit for what you have to offer.
Build your ideal prospect profile
There are a lot of companies and industries out there- you have to decide who your right audience is. Do some research and identify who your top clients are. Which ones are profitable and which ones aren’t? Create a profile for the groups you have identified.
Just because a company is part of your database doesn’t necessarily mean they are a suitable fit for your customer profile.
Think of what you are offering as a solution and identify the pain points of your ideal client and how you can help. Following this technique, you can build an ideal prospect profile and focus on the customers that can convert into solid leads.
Meet your prospects in the ideal setting
Think about your profitable prospects and identify where you met them. Was it through a referral? Did you meet them at a seminar or a trade show?
This will help you pinpoint the ideal setting to find lucrative customers. Once you know where to find good leads, be present and active to not miss an opportunity.
Personalize your message
Reaching out to potential clients is the basis of sales prospecting. That’s the best way to meet customers and keep them hooked until they convert.
However, with the advancements in technology, customer expectations have evolved over time. Bulk emails are no longer attractive or effective.
Therefore, personalize emails to address each prospect’s needs. You can let your research skills shine by letting your potential customers know how well you know their industry. This builds trust and increases the chances of a positive response.
Don’t be shy to ask for referrals
Most B2B buyers trust what they hear from past customers, ultimately influencing their buying decisions.
Hence, if you have a happy customer, don’t be shy to ask for a referral. Knowing that the majority of executives prefer working with sales reps referred by someone they trust, this is one opportunity you shouldn’t miss.