Sales Prospecting Skills
What is Prospecting?
Prospecting refers to the act of looking for new customers, clients or buyers for your products and services. This is how you move prospects from one stage to another until they become revenue-generating customers.
Leads are potential customers that have expressed interest in your company by visiting a website, signing up for a trial, or subscribing on a blog. Prospects are qualified leads that align with your buyer personas and target audience.
Why is it so important?
Prospecting is a way to find customers that are a good fit for your company. Prospecting is about finding people who are truly interested in your product or service and solving their problems.
As a Buyer
Buyers today are very independent and work hard to obtain their purchases. Buyers do some prospecting before making contact with sales people. Many people will look for the best deal and work out who to work with when making a purchase.
As a salesperson
Prospecting is not easy. Leads don’t just appear. To make something happen, you have to act. You would schedule a consistent time for your workouts every morning, and it is just as important to block time every day to prospect. Prospecting isn’t always the most enjoyable of activities so booking time with yourself can help ensure that you do this activity on a regular basis.
7 ways to be better at prospecting
- Prospect Daily: Consistency is Key!
- Turn off the distractions
- Make sure to use every method that is available
- Write Scripts
- Concentrate on the End Results
- Learn how to be good at cold calling
- You can nurture relationships over time
These are the best prospecting methods:
- Calling existing customers – 51%
- Calling past clients – 37%
- Cold calling – 27%
Your list strength and precision in targeting are the foundations of sales prospecting success. Sellers are often too low-ranking in an organisation, and they try to create a momentum by moving up. Reach out to the decision-makers. You’ll be able to start your day with a clean list.
Cold calling people is a great way to sell your product because they haven’t heard of it. Warm-call buyers once you have an idea of the product.
Cold email is another way to reach your prospects.
LinkedIn groups can be a great way to increase brand awareness and establish yourself as an expert in your industry. They also allow you to use sales prospecting techniques to find new clients.
Facebook groups can be used to spread the word about your product in a way you didn’t expect. Any social media platform can be used to prospect new clients.
Technology is your friend. There are many technological options to help you make prospecting more efficient and effective. To become a converting machine, you can use the technology available to you.
Prospecting is an important part of the sales process as it is often the first step in a sales funnel. Prospecting involves the identification of potential customers and building a list of prospects. Then, you communicate with leads to convert them into customers. If a salesperson doesn’t know what to expect, or how to make it work effectively, this can be a challenging process.
Prospecting for sales is not optional. If a company wants to increase its bottom line, it is essential. Prospecting for new customers does not have to be a daunting task. For proven methods to master prospecting, sales reps can look back at the pioneers who came before them. Here are some tips and tricks that seasoned sales professionals have shared with us:
Give it your all. Salespeople rush to prospect, but they don’t do enough research to determine the qualification of each lead. It is possible to keep your pipeline full by making time each week for prospecting.
Personalise your connections. Personalise your initial message to make it easier for prospects to connect with you. Mention a prospect’s specific problem or another interesting fact about them. You should connect with your prospect on a human, personal level.
We’ve all been there. Salespeople must have a strategy for prospecting, and be willing to work hard to improve their ability to find new business opportunities. This means being able to research potential buyers and conduct cold outreach.
Quick Tip: Organise your onboarding and training curriculum so that reps are focused on mastering a particular sales activity (such as prospecting), before they move on to the next step.
For more sales training advice please browse our site or visit one of our training courses.