The perfect way to go about sales prospecting!
The dynamic sales landscape has always viewed “CORRECT “prospecting as a major challenge. We all dream of having millions of people in our sales funnel to qualify as many of them as leads gradually.
Without great leads coming into the sales pipeline, there is no scope for any progress in converting the funnel into actual paying customers. Therefore, “universally” salespersons need to be on the top of their game. This ensures that they effectively harness the potential of quality leads and convert them to lifelong customers.
Here are some sales prospecting techniques that can help you capture maximum prospects in an effective manner:
Recognize Quality Leads:
An essential part of your prospecting exercise is to find a sizeable number of quality leads who are a good match for your product/service offering.
Create a minimum of 10 personas of your ideal customers and tailor each marketing campaign for two or more personas for maximum conversions. Use tools like empathy mapping to assist you through this phase.
Communicate Effectively:
Make sure your sales pitch is perfectly understood and conveyed by the sales team. Prepare a script that delivers your message in a crisp, polite and positive manner. Ensure your potential clients realize the value of the proposition that you are offering and propel them towards endorsing your product/service.
Use communication vehicles that will help you deliver your message to prospects in an impactful way and build brand recognition. Uplift your communication with your leads to convert them in to loyal customers.
Make sure you actively listen to possible customers and customize your conversations according to their needs.
Personal Tip- Always have a foot in the door for the next call. at the end of a call always talk about “lets speak next week” or “I’ll wait for your email by next Thursday” etc so you have something to follow up or chase upon.
Nurture Quality Relationships:
Customer relationship management is the future of selling! Using effective customer bonding techniques with your prospects with help you create brand goodwill, foster authentic customer relationships and establish credibility.
Promote thought leadership and subject matter expertise in the industry to have prospects value your opinion and seek purchase guidance from you.
Creating strong bonds of engagement will definitely go a long way in converting your leads into valued customers and ensuring lifelong repeat purchases from them. So whether by emails, calls or meetings — form an emotional connection with your prospects.
Leverage the Power of Technology:
In today’s highly digital era, it is easy to harness technology to know your prospects better and subsequently form better relationships with them. Social media is a potent networking medium to connect with prospects and initiate communication with them.
The market has many great options of CRM and consumer data analytic tools that help salespeople understand and refine their prospecting strategy.
For any visionary and competitive modern sales leader, it is important to use technology to transform the way we generate, track and convert leads in to loyal clients and remain ahead of competition.
With the presence of smart integrated tools, the ease of use and price of adopting technology is extremely lucrative. For e.g. the CRM tool — Alore CRM has advanced CRM capabilities, a built-in email finder, a personalised DRIP email campaigns creator, a newsletter curator, an AI powered chat-bot etc. aimed at quadrupling a salespersons productivity.
Top sales performers understand the importance of good prospecting and give it prime importance in the master game plan. To be successful in the marketing world today, you need to engage with and build close bonds with your prospects to achieve successful conversions.
Remember the golden rule of business- NEVER stop prospecting, never stop selling!
