Prospecting is hard work and sometimes it can be difficult to determine what techniques are the best to use in your sales and marketing efforts for 2021.
Here are the Top 7 Best Sales Prospecting Techniques to Use in 2021
1. Sales Prospecting is Ongoing, Not a One-Off Event
Prospecting needs to be a priority. Be consistent, and set aside a block of time each day for prospecting. You should be prospecting just as much on the first day of the month or quarter as the last.
On average, salespeople made far more calls in the last month of the quarter than the first two. And the success rate of those “eleventh hour” calls were usually lower than any other month.
Since sales prospecting isn’t often considered a particularly “fun” activity, scheduling time each day will go a long way to ensure this activity is a regular occurrence.
This sales prospecting technique came from ITAgroup.com’s “6 Standout Sales Prospecting Techniques (And How to Get Them Started)”.
2. Focus on Finding the Right Prospects
Prospects must come before prospecting. Some salespeople spend a lot of time chasing would-be prospects who have no interest in what they’re selling.
The key is spending time determining exactly who fits the profile of what you want to sell and then building a prospect profile.
Analyze your top customers, develop appropriate profiles and search for prospects that fit those profiles. The profiles will help you focus your prospecting activities on profitable, potential customers.
This sales prospecting technique came from ResourcefulSelling.com’s “10 top-notch prospecting techniques to keep your pipeline full”.
3. Be an Expert
Establishing yourself as an expert or thought leader introduces credibility and trust when approaching prospects.
How can you become a know-it-all? Writing blogs and guest articles for relevant industry publications and websites as well as speaking at trade shows and conferences emphasise your expertise.
Also, ensuring that you have the answers to questions asked and being able to explain with clarity how your product compares with the competition will validate your expertise.
This sales prospecting tip came from Simplifie.com’s “12 Effective Sales Prospecting Techniques”.
4. Phone Calls
There’s no doubt that phone calls play an important role in sales prospecting.
Cold calling is probably one the most popular and effective sales prospecting methods of reaching out to your prospects.
Also, you can easily turn your cold call intention into the warm one if you use the “Go Online” prospecting method effectively.
This sales prospecting technique came from Channels.app’s “What is Prospecting? 6 Sales Prospecting Methods You Can Easily Use to Get More Customers”.
5. Follow Up
Keep the prospect in the loop and follow up at each step of the deal. Whether you’re confirming a time for your next meeting or sending over additional resources, an email or call helps you build a relationship with your point of contact.
And it gives you the opportunity to further establish yourself as a trusted resource for the prospect, rather than simply following up with “just checking in”.
This effective sales prospecting technique came from Hubspot.com’s “Effective Sales Prospecting Techniques You Should Be Using”.
6. Get Referrals
When outreaching to prospects, you’ll get disappointed many times. But you have to keep making attempts, since you’ll eventually have success.
When things go well, you should ask the lead for referrals. They can recommend some of their contacts, who would also need the product or service you sell.
This sales prospecting technique came from Callpage.io’s “12 Effective Sales Prospecting Techniques You Should Be Using”.
7. Analyze Your Results
Finally, you should analyze your conversation with the prospect and see if there’s anything you could have done better, regardless of whether you closed the prospect or not.
Think about how you uncovered the prospect’s challenges.
Did you help them create well-defined goals, determined their budget, and helped them understand what kind of results they could get with your product or service?
Consider all of the above and try to improve your approach before you talk to the next prospect.
This sales prospecting tip came from Leadfuze.com’s “Sales Prospecting: A Massive List of Methods to Find New Prospects”.
How to Use the Top 7 Best Sales Prospecting Techniques in 2021?
Pro Sales Prospecting Tip: Don’t forget, before you start an effective 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 sales prospecting outreach.
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Cover Image Licensed from: 123RF.com / Natalimis.