Business-to-business (B2B) sales prospecting can be time consuming, unless you are focusing on the top methods to use that will get you results.
Here are the 6 Best B2B Prospecting Methods to Use in 2021
1. Email Prospecting
Many sales firms lean heavily on email prospecting. It’s deserving of its place at the head of this list of B2B prospecting methods. That’s because of the many advantages it holds over other methods.
For instance, there are loads of top-quality tools and lead generation software around to help automate much of the process. You can use these to find an email address for prospects and create engaging email templates to use along the way.
This prospecting method came from VoilaNorbert.com’s “9 B2B Prospecting Methods That Will Help You Land Customers”.
2. Cold Call
No matter how much you may hate and look down upon cold calls, it’s still one of the most effective ways of prospecting.
A survey found that almost half of all sales reps still consider phone calls as the most effective sales tool, while 69% of buyers admitted that they would answer cold calls. Plus, 78% of decision-makers who have scheduled an appointment or attended an event have done so after a cold call.
If you are cold calling, make it sound like you are empathetic with the customer’s desires and are really there to offer a unique solution to them. You have to make your prospects feel like they are the most important entity of the day for you.
This B2B prospecting method came from Clodura.ai’s “The Best B2B Sales Prospecting Methods, Strategies, and Tools to Close More Deals”.
Referral prospecting simply means prospecting through people that you know, your existing contacts, clients or business partners.
Start with a list of people that may know the people you want to talk with (example: business associates, strategic partners or clients, etc.) and ask for an introduction.
This method came from TeneoResults.com’s “Top 5 Methods of Prospecting”.
4. Make it Personal
Regardless of the prospecting method, always make it personal.
In the end, even in a B2B environment, decisions are made by humans who are guided by emotions, even more so than rationality. So keep your messaging specific, relevant, and casual.
Personalize sales decks, pitches, solutions, and sales content for each prospect. Don’t sell like a robot reading a script. Instead, listen like a concerned friend and act like one.
This method came from SalesHacker.com’s “8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter”.
5. Reach out to Multiple Decision-Makers
Try reaching out to more than one decision-maker at a time while selling two more substantial companies.
Generally, the sales process needs to be warmed up, and you don’t always know who is going to take the deal. So, to manage your time, you can multi-thread your way into an organization.
This method came from Reddit.com “B2B Prospecting: Methods to Identify and Build Contact List for Your B2B Business”.
6. Switch it Up
Don’t be afraid to get creative and try different B2B prospecting techniques and methods.
What works to find and convert one prospect might not work the next time you try it. Try different methods, measure your results, and improve your strategy.
This method came from Zoominfo.com’s “B2B Sales Prospecting Strategy: 6 Ways to Improve”.
How to Use the Best B2B Prospecting Methods in Your Sales Process?
By using some of the best and proven sales prospecting methods above, and testing to see what works best for you, will maximize your results.
Pro Tip: Don’t forget, before you start an effective B2B sales prospecting campaign, you need to be sure you have the correct email addresses, direct dial phone numbers, and even cell/mobile phone numbers for the decision makers you are targeting for your email or cold calling outreach.
Swordfish AI provides the most accurate B2B contact information, including cell phone numbers and email addresses. Try Swordfish AI now.
Cover Image Licensed from: 123RF.com / Leo Wolfert.