How does your sales team find prospective customers?
If your sales prosecuting needs some work, our 5 keys to drive success can help find more sales leads. How many of these have you tried and how have your implanted them at your business?
1. Zero in on your target audience
If your company tries to be everything to everyone you will end up being nothing to nobody. To be successful with sales prospecting you need to know who you are trying to target. If your company hasn’t already done so, determine your ideal customer by looking at several factors including annual revenue and the number of employees.
2. Don’t show all your cards
When starting a the sales prospecting process and finding some solid leads that have strong potential, it might be tempting to tell them about every single bell and whistle that you have in your arsenal to entice them to buy. Don’t make the mistake of doing that when sales prospecting. Find out more about the prospect’s needs first, and then show your cards slowly based on their responses over the course of several visits or emails to move them down the sales funnel.
3. Always have a strong sales offer
Sales prospecting these days can be tough due to numerous factors including competition in many locations and industries. It is essential to always know what the customer expresses to you that they need before making any assumptions. Tailor your offer when sales prospecting very carefully to ensure it’s relevant and will truly help solve their pain points.
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4. Honesty is always the best policy
In the business world, what you say is important. Resist the urge to bend of the truth or make false promises just so you can land more deals. Demonstrate the integrity of your business and yourself as a professional by always including only those things that you wouldn’t be ashamed to say in front of your children or your boss.
5. Use multiple touch points across several marketing channels
Sales prospecting typically requires that you keep trying to land a customer with numerous interactions with your marketing efforts. Carefully consider what their needs are and how you can best meet that need with your products or services. Place your sales prospects in a nurturing drip email campaign, post unique relevant content to your website and to social media, share articles that demonstrate thought leadership, host webinars and seminars that showcase your knowledge, follow up with registrants and attends of those webinars and seminars with a nurturing drip email campaign of their own. It might take time for a lead to warm up to you, but sales prospecting this way has a much higher chance of being successful.
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What has been your experience with sales prospecting? What has worked and what hasn’t in your area? Do you have any examples to share our audience? Share your feedback in the comments below!