Prospecting, or finding your prospective customer, is hard work. Fortunately, there are ways to get better at it. First, when selling to businesses, recognize how busy these folks are. Your professional opinion isn’t unimportant, but they mainly want to hear how your product will positively impact their business. A critical point is that only 40% of surveyed buyers felt their meetings with salespeople were of substantive value. So, content geared to these busy buyers with middling expectations must break the mold by being on target for their business needs. It must explain what is offered explicitly, define how it dovetails exactly with their needs and offer best practice uses moving forward. Other ways to get the ball rolling with new prospects? Send, targeted, customized emails. Find your buyers on LinkedIn. And don’t forget those cold calls. They still matter. And, always follow up with superlative content.
Key Takeaways:
- Make future clients aware of need usefulness of your product.
- Be personal with communication use a name and utilize personal knowledge.
- keep avenues open with a greeting and follow up calls to all clients past, present, and future.
“Prospecting doesn’t have to be the most challenging part of your job. You can overcome this hurdle, but it’s going to take the right mindset and you’ll likely have to tweak how you’re currently doing it.”
Read more: https://blog.marketo.com/2018/06/5-ways-instantly-improve-sales-prospecting-results.html
