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Sales Prospecting Tips and Techniques

Are you missing out on opportunities by waiting for clients to come to you? When people spot your business, decide you have something they want, and buy it, you get easy sales. But sales prospecting turns this process around. When you engage in sales prospecting, you identify people who might benefit from your products or services. Your next step will be to reach out to them to see whether you can draw them into your sales funnel. 

At its best, sales prospecting identifies people within your target market and makes them aware of a solution they’re genuinely interested in and may not otherwise have found. At its simplest, your prospecting could lead to immediate expressions of interest, an easy way for potential clients to evaluate a possible purchase, and ultimately, sales. Play your cards right, and you stand to build long-lasting, mutually beneficial relationships. 

Sounds like a long shot? It doesn’t have to be. Use our sales prospecting tips and techniques to find new customers and get them excited about what you have to offer. 

Follow These Sales Prospecting Tips to Win New Customers

Research

Identifying opportunities for mutual benefit is key to successful sales prospecting. Begin by developing an ideal customer profile. Look at your existing customer base and identify the top 20 percent. Now, consider what they have in common and use this information to build one or more ideal customer profiles. 

Once you know what type of person or organisation is likeliest to benefit from your offering, you can start searching for good matches. Sales prospecting tools can help you to search large databases for people or businesses that match your ideal customer profiles (ICPs). For example, social media platforms and business directories often offer tools that allow you to search for specific characteristics and identify ideal customers. 

Join Communities and Interact

If you’re interested in your customers, they’re more likely to be interested in you. Begin establishing relationships by interacting on the platforms where you found people and organisations matching your ICPs. This is particularly helpful in B2B sales prospecting. 

Following and interacting with your prospects helps you to get an inside look at their current interests, achievements, and concerns. It also allows you an opportunity to begin relationship-building before you pitch your product.

Personalise Outreach

Now that you’ve identified possible prospects and have learned a little more about what makes them tick, it’s time to reach out. Personalisation makes your approach far more convincing. 

For example, you could say: “We offer business automation software that has boosted productivity by 20 percent.” That’s nice, but it isn’t personalised. 

On the other hand, you might say: “I’ve been following your progress with X and I’m excited about your product. However, I’ve noticed that some of your customers are experiencing Y. I believe our business process automation software can help you address this. Check out this case study. If you think it matches your current challenges, I’d be happy to walk you through a demo.” 

Because you’ve gone to the effort of understanding what your prospect is doing and what they struggle with, the solution you offer becomes much more interesting.  Besides this, you’ve offered real information – your case study. Apart from generating interest, you’re providing intel that allows your prospect to evaluate your offering. Will they follow through? With this level of personalisation, there’s a good chance that they will!

Connect First, Sell Later

Don’t push for sales too soon. Prospecting is about connecting with people who may buy later. Your process may not begin and end with a single outreach. In fact, it seldom does. Here’s why.

  • Remember that a sales funnel begins with awareness: knowing you’re out there. Have you reached out? That’s a good start – but it’s only the beginning. 
  • Once they know what you do, prospects may express interest. Can you pique it even more? 
  • Next, they’ll explore your offering. Give them information. 
  • With information at their disposal, prospects will move on to evaluating it so that they can decide whether to move forward. What value can you offer? 
  • If everything checks out, they’ll engage with you – but they’re not ready to purchase just yet. Are you still with them? 
  • It’s time to sell: the final step in your sales funnel. Answer questions. Address objections. Gain conversions. 

Prospecting means spotting people who can benefit from what you do and approaching them. It’s the top of the funnel. If you get the right signals from them, you move to selling. Prospecting covers initial awareness and interest. Selling takes over once you have achieved your top of the funnel goals.

Identify Prospecting Success Factors

Are you hitting up the right prospects? If you’re struggling to generate interest, your prospecting criteria may be lacking. Failure is as important as success because it shows you where you’re missing the mark. Examine prospecting interactions to identify scenarios that lead to successful conversion. Don’t forget to examine your “failures.” Did you approach prospects that weren’t right for your product, or did you drop balls along the way?

Revise and refine your prospecting strategies and approaches as you go. What worked for you, and what characteristics did these customers have? If approaches fell flat, did you contact the wrong people, or did you fail to engage the right ones? Of course, you’ll never convert all your prospects, but you can work to fine-tune your sales prospecting activities to optimise results. 

One of the best sales prospecting tips? Never assume that you know what prospects want. Always be ready to learn how you can see things from their perspective. 

Never Underestimate the Power of Referrals

Have you noticed that some of the businesses you support offer you benefits in exchange for referrals? It could be time for you to adopt a similar approach. It’s a great way to find prospects, and your satisfied customers will be more than willing to share – especially if you offer them an incentive to do so. 

The best part about this approach is that most customers won’t just choose random people for their referrals. Instead, they’ll select contacts who might genuinely benefit from becoming your customers. 

Besides providing targeted leads, referrals allow you to approach prospects as a connection with links to their social or business circle. You’re no longer a stranger. Instead, you’re a business that already has a relationship with someone they know. 

Sales Prospecting Tools and Software

With almost every business seeking to boost sales in any way they can, it’s no surprise that sales prospecting software choices abound.

An effective CRM package is the basic prerequisite you need to optimise interactions with customers, leads, or prospects. CRM software helps to categorise prospects and keeps you organised. It allows you to see whether you previously interacted with a prospect and indicates what happened. If you’re in the process of developing a prospect into a potential lead, it reminds you of the next steps. In short, CRM software helps you to manage your prospecting journey so that you don’t miss a beat.

In your search for new customers, don’t overlook the value of information you already have. You might think you know what leads prospects to engage with you and why they might become customers, but data beats gut feel and might turn up some surprises. Use your analytics to evaluate prospects and plan a prospecting approach that matches their interests. Capture workflows in your CRM system and build on your successes by implementing effective processes

Need Help With Sales Prospecting and Outbound Sales?

Like the gold prospectors of old, you might have a strong hunch that there are treasures waiting to be uncovered in your target market. But sifting through the market bedrock to find those nuggets takes time, intuition, skill and careful organisation – and so does the outreach process. 

RSVP’s outbound sales services allow you to rely on highly-trained specialists to help you undertake prospecting, lead qualification, outreach, and selling with all the professional focus it takes to convert prospects into customers. Contact us today to maximise opportunity by partnering with RSVP. Bringing customers and businesses together is our speciality. 

 

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