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In the simplest of terms, sales prospecting is the process of searching for prospective clients, or prospects, for your business with the final aim of entering them into a sales funnel until they purchase your goods and services. By succeeding at sales prospecting, your customers’ pain points will be met, and your business’ profits will be boosted. Continue reading to find out how to succeed at sales prospecting.
Work on your call lists
In order to succeed at sales prospecting, you must work on your call lists. For example, if you have a cold call list and a warm lead list, they must be prioritised on a daily basis. You must also never underestimate the marketing power of a sales call. By reaching out to the right client, you can attract and retain a long-term customer with a high lifetime value. Another great way to work on your call lists is to compile a list of open-ended questions to lead each sales conversation with. You should, however, avoid asking too many or too few questions with this, more often than not, the difference between a successful sales call and a not so successful one. A scripted sales pitch, on the other hand, may have the opposite effect on a prospective client and prevent them from continuing with the conversation altogether. You must also remember to touch base on a regular basis to turn warm leads into hot leads.
Send personalised emails
In today’s digital landscape, email continues to reign supreme. It is especially effective as a sales tool. With a growing number of buyers preferring to be contacted by email as opposed to telephone, it can be a great way to convert leads into sales and nurture a positive working relationship going forward. But when it comes to succeeding at sales prospecting, mass or bulk emails will only have the opposite effect. By sending personalised emails, you are more likely to receive a response and the buyer is more likely to complete a purchase. By including a number of facts or snippets of information that proves you have done your research, they will be impressed by the time and effort you have spent getting to know them and their company on a personal level. In order for prospective leads to click on and interact with personalised emails, however, they must also be optimised for smartphones and smart devices. As one of the most successful sales prospecting tools, the selling potential of emails should not be underestimated.
Expand your reach on social media
As a small business or large corporation, social media can be one of your greatest assets. As well as allowing you to reach out and engage with your existing customer base, it can also be a great way to attract and retain new clients. Examples include Facebook, Twitter, LinkedIn, and YouTube. Each social media channel, however, lends itself to a different approach to sales prospecting with Facebook necessitating an informal approach and LinkedIn necessitating a formal approach. If you are unfamiliar with the process of sales prospecting on social media, it may benefit you to start slow. Start with a social media channel you are familiar with or feel may benefit you and your business, and work your way up. Whether you are a small business or a large corporation, LinkedIn, in particular, can be a great way to boost brand awareness and network with clients that can really make a difference to the growth of your business as a whole.
Capitalise on video content
Video content can be a great way to maximise your sales prospecting potential if you aren’t doing so already. When it comes to capitalising on the latest trends, video should be a must for businesses looking to stand out from the crowd and stay ahead of the curve. Professional videos are great if you have the time and budget to do so but amateur videos can allow you to lead with a personal approach. Buyers are more likely to feel inspired to find out more if they feel as if they have gotten to know you on a personal level. Before you make your first video, however, there are a number of factors you must consider ahead of time. For example, your message should be conveyed loud and clear and in a way that engages your audience. In a nutshell, it should provide value and entertain and inform your audience.
Sales prospecting can boost brand awareness and maximise profits in the long run, but it can be difficult to master. Before you get stuck, you must familiarise yourself with a number of tips and tricks to guarantee sales prospecting success. For example, you should work on your call list, send personalised emails, expand your reach on social media, and capitalise on all of your video content.
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