A key element of the sales process is prospecting. While this is true, it’s also one of the most challenging.
In fact, around 42% of sales professionals stated that sales prospecting was the most difficult part of their job. What you may wonder if you work in this industry is why it is so challenging. While prospecting isn’t as exciting as closing a deal, it is just as important. Unfortunately, many sales reps postpone this step in the process until the more “important tasks” are handled. However, if your sales pipeline is not full of quality leads, you won’t make any more sales. Because of this, you must understand how good prospecting can boost the sales process and increase the likelihood of closing. For those who need some help with sales prospecting, keep reading. Learn some unique ideas to help with this part of the sales process below.
Build the “Perfect Prospect” Profile
There are all types of people, companies, and industries out there. Because of this, you may wonder where to start.
Determine what your perfect customer profile looks like, and then research your database. Find your top five customers and your bottom five customers. Who is most profitable? What about least profitable? Try creating groups with each of these categories. Never assume that because a company is in the database, they are part of the ideal customer profile. In fact, around 50% of the prospects you have right now won’t be a good fit for what you are trying to sell. You must think in the “problem-solution context.” To do this, you need to identify your customers’ pain points and how your product or service solves these. After doing this work, you can use your profile list and company list to find other potential sales prospects. This is a tactic that is officially called “account-based marketing,” It will help you focus on the best sales prospects you have.
Determine How You Can Meet Your Ideal Prospects
Begin this process by figuring out how and when you met the customers in your “best” category. Usually, these are going to be the most profitable customers you have. For example, did you find them at a seminar or trade show? Knowing where you met these profitable prospects will help you find the most lucrative locations to spend your time. You should also think in terms of social organizations or industry events. What activities or events will your ideal prospects attend or participate in? You should also consider their digital presence. For example, what newsfeeds, social media channels, and digital publications do they use?
Always Work to Improve Your Call Lists
By now, you have a cold call list, a warm lead list, and perhaps even a lost lead list. Prioritize each one and then take time to call the people on the lists. You should never underestimate the power of a single phone call. In fact, up to 69% of buyers will accept a call from a new salesperson, and 27% of sales reps admit that making a phone call to a new contact is extremely effective. Another tip for calling new prospects is to create a list of open-ended questions to ask. You don’t need a scripted sales pitch; however, dialogue that helps you learn about their pain points, wishes, and needs is essential. If you can conduct an interesting conversation, qualifying a lead will get much easier. The goal should be to find out what they are looking for and who makes the final buying decision.
Improving the Sales Prospecting Process
While sales prospecting isn’t the most exciting part of selling something, it’s an important step in the process that you have to do effectively. This will help you find even more potential leads and close more deals. Use the tips above to help improve your entire sales prospecting process. In the end, you will get more sales and more “yes” answers than ever before.
