Sales Prospecting is a necessary process for any business; based on that, a potential client database is prepared. Sales reps must keep themselves updated and use specific sales prospecting techniques that could bring them targeted results. Unfortunately, most salespersons are unaware of the sales prospecting techniques or are using outdated methods, costing them potential leads.
It is advised to follow the latest techniques for sales prospecting to ensure that the desired results are obtained. It will bring you leads and help you differentiate between potential and unwanted leads for your business.
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What is Sales Prospecting?
Sales Prospecting refers to finding potential clients for the business. The sales people contact the leads and turn them from potential to warm leads and eventually loyal client. This is the initial step in the sales process as it requires the sales reps to reach out to the leads and forms a clientele. Even though sales prospecting is essential, it can sometimes become tedious and need several methods to get the desired results. Companies have adopted various approaches over the years, some of which have passed the test of time. But with the changing times, it is essential to incorporate the traditional methods along with the modern approach. Let us understand some of these techniques and what you can use for happy prospecting.
Sales Prospecting Techniques
Below we have provided a list of 15 sales prospecting techniques that have survived the wrath of time and are sure to bring results.
1. Use Warm Calls
Instead of reaching out to the leads through cold calls or cold emailing, it is advised to use warm calls. This helps warm the leads and make them feel heard and connected to you. It can be as simple as introducing yourself when calling and finding common ground or tackling a problem area in emails.
2. Show Your Credibility
Before pitching the product to your leads, show your credibility and build trust. Clients need to believe they are speaking to a trusted source skilled in what they do. Start by talking about your role and what you do, and follow it up by addressing a problem area to which you can provide a solution.
3. Get Connected with Your Prospects
Before you reach out to your prospects, get connected with them through LinkedIn or other platforms. Apart from sponsored emails, it would be best to connect with the prospects through calls or personalized emails because it will develop a trust factor, and only then will they listen to you. The best way to do so is by connecting with your prospects on LinkedIn and commenting on their posts. Build a rapport and then turn them into warm leads.
4. Don’t Just Sell
As Brian Tracy quotes, “Approach each client with the idea of helping them to solve a problem or achieve a goal, not of selling a product or service.” Sales prospecting is not about direct selling but is more about building a connection and finding leads that can be further addressed in the sales funnel. It is essential to understand the difference between selling and prospecting. Based on this, you can develop relationships with your prospects, who can become loyal clients.
5. Expand Your Network
A crucial prospecting step is building a network. With the advent of social media, it is easier to network than ever before. You can do this by following prospects on social media, sharing valuable posts and articles, and reaching out to them. Networking can be done anywhere, so don’t miss an opportunity. 80% of working professionals agreed that networking has brought them great career opportunities. It has helped them in finding their potential clients.
6. Prepare a Personalized Pitch
When talking to your prospect, you must focus on connecting with them and building a rapport. Try preparing a pitch specifically for your prospect, considering that you have to connect with them. Ask their pain points and tell them how you can help them. This will build trust between you and your prospect, and they will know that you have done your research. Remember to improvise and make the prospect feel heard.
7. Have a Solution-Based Approach
Following a solution-based approach is a great sales prospecting technique. Always address a problem the prospect is facing and try to provide a solution to help the prospect trust you and build a reliable connection. Make your pitch solution-based rather than just a sales pitch. This not only develops trust among your clients but also makes you future-ready.
8. Be Active on Social Media
Nowadays, social media is the best place to find prospects. Be active on all social media platforms like LinkedIn, Instagram, Twitter, and Facebook and post relevant content. This is a great way to reach prospects and build your community. Through social media platforms, you can easily connect with your prospects and leave an impact on them. Research has proven that companies that use social selling practices are 40% more likely to achieve their revenue goals.
Sales reps must keep track of all their prospects and follow up occasionally. You must keep the prospects in the loop and check on them occasionally. You can do that by an email or a regular call. You can do this by calling them to fix a further meeting, taking feedback, or sharing additional information or resources. This will help them to get familiar with you.
Sales referrals are among the most underrated but effective sales prospecting methods. Often, clients agree to listen to you or buy your product because someone close to them referred you. You can reach out to your loyal and potential clients and ask them for details of the people they know who might be interested. This might seem like a tiresome task but has proven to be effective in the past.
11. Segment Your Data
Prospecting without knowing the potential prospects is a mere waste of time. Instead, segment your data based on geographical location, demography, or job profiles, and this will help you plan your approach better the next time you reach out to a prospect. Segmenting data helps organize the information and makes it easier to analyze it and plan strategies.
12. Use Marketing Automation Tools
While dealing with a large pool of prospects, it is essential to keep your work streamlined. In such times, using marketing automation tools makes organizing your work easier. This will help you organize your work and allow you to make right connections at the right time. Using these tools can help you make your networking fruitful without giving you a burnout. You can use tools like Marketo, HubSpot, Customer.io, Userfox etc.
13. Conduct Webinars and Podcasts
Hosting events is a great way to build new connections. You can host a webinar or organize a podcast to expand your network. Potential clients tend to connect more if they find the provided information is worthwhile. So try to make your event useful, informative, and fun. One of the easiest ways to do so is by inviting a guest speaker from the relevant field. Another trick you can use is organizing games or activities and engaging with clients.
14. Keep Yourself Updated
The best salesperson keeps himself updated about the product. It is essential as it shows that the person is well informed and that sets a positive vibe to connect with the prospects. Many times prospects may come up with many questions, so the salesperson needs to be well-informed and confident because only then he can make the right impression.
15. Stay Consistent
When prospecting, the key skill is to be consistent. After having a few cold leads, you must not give up on them but keep following up occasionally. You can send helpful articles and gift cards via email or warm calls. This will develop interest among the clients, and they might turn from a cold lead to a warm prospect. Research has shown that around 15% of cold leads turn into loyal clients over time. Therefore, it is essential to reach out to them.
Sales prospecting is easier than it seems; you only need thorough knowledge about your product and some sales prospecting techniques to keep you going. As Diane Helbig quotes, “Successful prospecting depends on selecting methods that you can effectively navigate.” Therefore, you can use the above-given sales prospecting techniques and find the right mix of strategies that work for you and help you achieve your sales goals.
All said, it must be understood that sales prospecting involves hit and trial strategy, and with time, you will get to know what is working and what could be more effective. So, it is in the best interest of you and your business to keep trying new things and analyze manually and through analytics to find out the best sales prospecting methodology that works for your business and helps in scaling it up.