Prospecting rules pdf download

Prospecting rules. Rules for gold prospecting. How to do prospecting. Is prospecting legal. Steps in prospecting. Prospecting rules pdf download.

COPY LINK DOWNLOAD: Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.The brutal fact
is the COPY LINK DOWNLOAD: Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.The
brutal fact is the Written by Jeb Blount, Fanatical Prospecting is a practical guide for prospecting and a must-read for salespeople, sales leaders, entrepreneurs, and executives. You get to know the details of one of the most important sales process activities, which is prospecting. The primary reason for not succeeding in sales is an empty sales
pipeline due to not being able to prospect consistently. In Fanatical Prospecting, the author presents his creative approach to prospecting that works in the real world. You can learn ways to keep the pipeline full and avoid periods of slumps in the sales process. The author uses a balanced methodology for prospecting across several channels. The
book has the strategies, techniques, and tools you require to keep your pipeline filled with top-quality opportunities. This book is the most detailed one ever written on sales prospecting. The author reveals how you can improve sales productivity and earn more revenue. You will discover a lot in this Fanatical Prospecting book summary. Jeb Blount is
a Sales Acceleration expert, a business leader with 25+ years of experience with Fortune 500 companies, SMBs, and start-ups. He spends over 250 days every year delivering speeches and conducting training programs to sales teams and leaders worldwide. If you are hard-pressed for time, this Fanatical Prospecting summary would give you a clear
idea of what the author says in the book. So, let’s start. Here’s the fundamental idea of the author in Fanatical Prospecting in a single sentence: Many businesses believe that you can increase sales by having good closers, but the key to success is that you should have good prospectors who are able to find prospects who need your product or service
the most. 1.
For running a successful business, prospecting is important. A fanatical prospector is the one who focuses on the next sale. 2. Prospects don’t have a fear of the other person turning them down.
They know that when they require something, they have to get it themselves. 3. You can’t replace phone calls even if they are not fun to make. A good sales professional would make phone calls when they begin their day at work. 4. Social media has a lot of potentials, but it is not where you can make a sale.

You can use it to promote your product or service and place your ads, but you can’t close deals there. 5. Good prospectors use numbers to guide their work. They depend on data and analytics as it gives them direction. Main Ideas Of The Book Let’s take a look at the Fanatical Prospecting book summary and move on to the main ideas of the book.
Businesses can survive only when there are sales. It is essential, but only a few people understand how they work, and experts give advice that doesn’t seem effective. They are trying to sell you a shortcut for success that is not true. Some salespeople fall for it as everyone wants instant success. Sales can be a time-consuming and challenging activity,
and it is the ‘’sales superstars’’ who can understand that you need to work hard to succeed. The chief reason is that they have seen their peers who failed because they weren’t dedicated or talented enough. The actual reason for superstars to earn better is the hard work they put in by reaching out to a new prospect and not missing out on any
opportunity to ask for a sale. Successful salespeople are those who invest more time in getting more fresh leads and building contacts.

They avoid wasting their time on other activities. They believe that if they keep adding prospects to the sales pipeline, sales will happen. In Fanatical Prospecting, the author does not make prospecting sound exciting. It is not fun as you will interrupt someone’s day to sell them your offering. The recipient’s response isn’t easy to know when you send
emails or make phone calls. It can be a positive response, but the reply might not be favorable. It can disappoint salespeople, and it is the fear of rejection that makes few sales teams underperform. The author says that some reps stare at the phone in companies he visits for consultation instead of calling clients. They are scared about the call’s
outcome if the person is not interested in buying their solution. Companies usually have a tough time finding customers to purchase their products. Even after that, it is not sufficient to earn a profit as top businesses already have so many sales reps pursuing them. Waiting for the prospect company to contact you will only lead to disappointment
because the number of salespeople outweighs the number of clients. It shows that as a salesperson, you must try hard to get what you want. If people don’t get it, you must fight for it. For that, you must get over the fear of calling people even if they don’t pick up or call back. Nobody likes phone prospecting, but it is a tool you cannot replace. In
Fanatical Prospecting, the author says that he adds humor at conferences by asking – How do you get a salesperson to stop working? Answer: Put a phone in front of him, being the most stressful part of his job, and he will try everything to avoid it. Despite all that, making phone calls works well, and it is the most efficient tool in prospecting.
Compared to the percentage of finding prospects successfully through social selling and email, the percentage of doing so via phone calls is higher.
In this modern age, phones connect to people instead of desks, so they are more effective. Also, as people do everything in business online, calling someone over the phone adds a personal touch that you can’t get in email communication.
While face-to-face meetings are great, they are time-consuming and cost you money. This is why calling someone over the phone is still a great way to reach out. For those who dislike making phone calls, the best way out is to do it as the first activity in the morning. That will relieve you of phone prospecting for the remaining part of the day.

This technique seeks its inspiration from Nicolas Chamfort’s idea that says if you have something disgusting on your plate, it is better to eat it up quickly because then nothing else will be as bad as it is. Social selling has changed the way people interact with each other and has changed the way people do business. There is also an opinion that social
media will replace other kinds of prospecting. However, it is just a misconception because the conversion rates from phone calls and emails are higher than those from social media. It is like phone prospecting will continue to thrive. The fact is that when compared to conventional ways of prospecting, social selling is not effective. The fundamental
problem with social selling is that it annoys prospects and turns them off. You can damage existing relationships with prospects when they don’t like you pitching them on social media.
While social media can’t replace prospecting, it is an essential tool. It can give you valuable information about potential customers and help salespeople develop bonds with people and build their brands. To use social media for building relationships, you must try to spend time on the social media platform where your customers are more active. If it
is Twitter, it is where you should be. The fear of rejection is the major reason why salespeople avoid prospecting. However, there are other reasons as well that stop them from making phone calls and meeting clients. One of them is procrastination, which refers to putting things off to do later or not doing them.
Then there is perfectionism. It means being too critical about yourself and your work that it is not possible to move ahead. The third sin is paralysis which refers to not taking action because of nervousness due to fear of failure. Being slow and steady will not make one win a race, which applies to sales. Spending a significant part of your time on the
sidelines will only make your boss unhappy because of the empty pipeline. Perfectionism is quite common but differs from being meticulous. Perfectionists are so much into perfection that they don’t do anything at all. Here’s an example, Jeremy wasted his time reading his notes repeatedly each morning before speaking to clients.

As a result, he made only seven calls in 3 hours. On the other hand, Sandra had 53 conversations in an hour, engaged 14 decision-makers, and made two appointments with qualified leads. This clearly shows the vast difference between the temperament of the two sales reps. When a friend tells you he knows a stock option that guarantees money
and wants to invest all his savings in it, what would you say? The chances are that you would ask him to be careful as experienced investors diversify portfolios so that they don’t lose everything in one go. This logic applies to sales as well. It is better not to take the risk of putting all your eggs in one basket. Why do salespeople end up doing it?
Because of the advice from sales gurus who say that there is only one way to win at selling. You can succeed when you can adapt yourself and use different methods of prospecting. A salesperson using only one method will not perform as well as someone who uses multi-channels like cold calls, email, phone calls, and social media. You must ask
yourself what works best for your industry if you want to succeed and grow the business. If you are selling products locally, getting leads by going door to door will help you, but it won’t work out if it is a rural area with few people. If a place is new to you, you have to build your database by making calls, and it will help your name become familiar to
people. This strategy will not work if you have been in the area for quite some time now, and everyone will already know who you are. Also, the prospecting method varies for different types of companies. Find your balance and learn from people who succeed in sales. You can follow what they are doing and mix it up with your methodology.
Salespeople have to bring in a steady stream of prospects. The top sales professionals know that prospecting is the only way to do so. They spend 80 percent of their time on the task of prospecting.
There are three laws of prospecting: (1) Prospects are everywhere (2) Every No takes you closer to a Yes (3) Do not stop till you get what you want Jeb Blount’s Fanatical Prospecting points out that the more you need something, the lesser are the chances to get it. This applies to salespeople with several prospects in the pipeline. As they don’t want to
fail, they may make calls desperately, and it may irritate the prospects. It is essential to stop yourself from getting into a cycle that doesn’t let your prospect. The author suggests that you follow the 30-day rule stating that your deals are only as good as the potential customers you reached out to in the last 30 days. Even a single day without
prospecting can make your sales pipeline get empty and result in desperation. Not finding clients actively can trouble you. In sports, athletes are obsessed with statistics as the difference between first and second place is just a few seconds or centimeters.
They know that by inspecting their numbers and tweaking them, they can improve their performance. On similar lines, salespeople track their sales outreach data through email metrics as doing so helps them be more efficient and effective. They maintain a record of the contacts they made, the appointments they scheduled, and so on. This helps
them understand what works best for them. Take a look at this from a different angle. Efficiency refers to the amount of work you complete in a particular period, while effectiveness refers to the ratio between your work and outcome. Making 100 calls but not generating any leads shows that you are inefficient. However, making ten calls and getting
one lead that closes a sale reveals that you use your time effectively. The most prominent trait of a good salesperson is that he has a perfect balance between efficiency and effectiveness.
They should track their progress, but most don’t do that. The author feels that a sales rep has to know how he is performing to know where he stands. In Fanatical Prospecting, the author recalls his days when he worked as a consultant for a company. He found that the company’s sales team was calling random prospects instead of prioritizing them
based on need or data. The rule is that if you don’t prioritize the best opportunities, you will end up wasting your time. It involves grouping prospects as per the size of the opportunity and their likelihood of turning into customers. You will get a pyramid in place of a square so that when you focus on the top 10 to 20 percent, you don’t have to work too
hard to convert the prospects into customers.
To keep the structure stable, at the base of the pyramid, you must try to place the prospects you don’t know well. The aim is to collect as much information about them as possible and move them up in the structure to the second tier of prospects. You would know the prospects of this tier better than the first tier, but you might have to ask a few
questions to qualify them further. After that, you can spend time nurturing the relationship and looking out for signs that tell you that the prospect is ready to purchase. The fourth tier of the pyramid provides the best opportunities, and monitoring them will help you stay prepared to take quick action. Beyond this level are the hot leads and referrals,
who are willing to purchase immediately. Get in touch with them and push them ahead in the pipeline. Sales reps should give the highest priority to qualified prospects who are in desperate need of what you are offering and will make a purchase once you reach out to them. While salespeople want a sales pitch that gets clients running to them, the
truth is that you have to learn how to craft persuasive pitches. Even then, it won’t open doors for you! When you approach a client, put yourself in their shoes. After a hard day at work, you would not want to waste your time on those who have no idea what they are talking about or are selling you a product or service that doesn’t seem relevant to
you. Instead, you would want to speak to a salesperson who comes to the point and explains how their offering would benefit you. The main concern of potential customers is ‘what is in it for me?’ Ask yourself whether your sales pitch has the answer for the number one concern of every potential customer. After taking a look at the main ideas of the
book in the Fanatical Prospecting summary, here are a few highlights that would help you out further, Fanatical prospects are those who are a. Optimistic b. Competitive c. Confident d. Relentless e.
Hungry for knowledge and to improve oneself f. Systematic g. Adaptable The more you want something, the lesser the chances of you getting it, as other people can understand your desperation. The 30-Day rule says that your 30 days of prospecting efforts pay off in the next 90 days. It is a simple rule but it is a powerful one and you should not
ignore it. Missing one day of prospecting will cost you in the next 90 days. Not prospecting for a week will affect your commission and missing prospecting for a whole month can mess up with your pipeline and push you into a slump. 90 days later you won’t know how you landed there. Keep adding new opportunities into your pipeline to replace the
ones that fall out naturally. A 10% close rate means that for every deal you close, 9 others will fail. That means you must find 10 new prospects for each close you make to keep the pipeline full. If you forget the 30-day rule and stop prospecting, there can be sales slumps even if the pipeline is full. The only way to escape a sales slump is by
prospecting. Time blocking involves dedicating specific hours to certain activities. Golden Hours: These are time blocks meant for prospecting and customer engagement. Platinum Hours: Time blocks for making lists of prospects, researching, managing CRM, and preparing for tasks so that you can focus on prospecting when you have Golden Hours.
Prospecting should involve, a. Setting an appointment b. Gathering information and qualifying c. Closing a sale d. Building familiarity The above goals are essential to help the sales process move forward. Activities to build familiarity are important to facilitate future sales. However, it would help if you balanced them properly with other prospecting
activities. Familiarity Threshold: It is a point where a prospect is willing to build a first-name relationship with the salesperson even though they don’t want to make a purchase. If you want to find out how to increase your sales productivity and scale up your income, this book is a must-read. It will help you wade through objections and increase the
number of deals you close.
You can get help in freeing yourself of the fear that is holding you back from succeeding at prospecting.
This book is for everyone in sales as it is loaded with effective strategies that will make you get booked with meetings in the real world. It spills the beans of the approach adopted by top performers.
Fanatical Prospecting by Jeb Blount is for all those who are in sales and business development. The book has tactical sections. The author gives practical advice on how to run a successful business. You can find ways to build a solid pipeline after reading this book. Read more sales book summaries. 1.
Who is the author of the Fanatical Prospecting? Jeb Blount is a Sales Acceleration expert, a business leader with 25+ years of experience with Fortune 500 companies, SMBs, and start-ups. He spends 250+ days a year delivering speeches and conducting training programs. 2.
Why should you read the Book Fanatical Prospecting? If you want to find out how to increase your sales productivity and scale up your income, this book is a must-read. It will help you wade through objections and increase the number of deals you close. 3. Who should read the book ‘Fanatical Prospecting’? This book is for everyone in sales as it is
loaded with effective sales strategies that will make you get booked with meetings in the real world. It spills the beans of the approach adopted by top performers. Prospecting for future customers is the first step in the sales process. Here's how to use sales prospecting to find your target market and reach new customers. If you're new to sales
prospecting, you might have only heard the term "prospecting" as something that happened during the Gold Rush, when there was a frenzy to find and mine the most gold.However, the sales process is essentially the same: know where to look to uncover the customers who can benefit from your product or service. Our prospecting guide helps you
understand how to fill your sales pipeline to create that wealth of customers.At a glance: How to use prospecting to find potential customers for your businessStep 1: Define your customerStep 2: Use online channelsStep 3: Collect prospect informationStep 4: Mine other channels of opportunityStep 5: Make contact with your prospectsStep 6:
Continue to follow up and refine your prospect listOverview: What is prospecting?Customer prospecting is one of the first steps in the lead management process. The sales team uses specific sales prospecting tools to identify the type of customer to acquire and the market opportunities available to capture their business.As part of your prospecting
strategy, your sales team must decide how to approach these prospects, what channels to use to engage with them, and what to say that will prove your product or service will solve their problems. By engaging in these prospecting activities, your sales team will be able to start building relationships with these leads in the hopes of converting them
into customers. How to prospect potential customersTo get started, here are some steps for creating an effective sales prospecting strategy to boost your leads.Step 1: Define your customerBefore doing anything else, you’ll need to identify and describe the type of customer that could benefit from your product or service. This means deciding if you'll
be engaging in B2B sales, working directly with the consumer, and generally defining what your customers look like: their pain points, income, geographic location, and how you can reach them online and offline.How you can define your customer:Create a customer persona that identifies all the defining qualities of someone who would value your
product or service.Identify the channels where you can reach out to them in order to start the prospecting process.Step 2: Use online channelsAcross all personas, more prospects spend time using various online channels rather than traditional offline channels such as magazines, newspapers, television, and radio.Social media platforms such as
Instagram, Twitter, YouTube, and Facebook are now the preferred sources for information, recommendations, and assistance. Additionally, you’ll need to have a valuable, content-rich website, thought leadership content on other sites, and a mobile/text strategy.How you can use online channels:Benchmark and build your website based on the sites
you have identified as being engaging and popular with your audience.
Focus on fresh, relevant content, easy navigation, and a seamless experience.To attract the prospects you have identified, generate content for your social media profiles based on what you see your prospects engaging with through these channels.Step 3: Collect prospect informationDuring this step, it’s time to start getting information about each
prospect so you can reach out to them with more information and start building a relationship with each person.When prospecting, it’s important to start making a database to track individual interests and actions taken going forward.
This requires offering those prospects something of value that incentivizes them to give you those specific contact details.One of the best ways to accomplish this is to give your prospects the opportunity to sign up for something through social media or your website, such as a digital newsletter, special gift guide or report, or ongoing promotional
opportunities.How to collect prospect information:Develop engaging content that gives your prospects information that can help them address certain issues.Make sign-up easy with an online form that allows for quick data input. Put it on the home page and/or a link on your social media profile.Address privacy concerns by telling prospects what you
will and will not do with their personal details.Step 4: Mine other channels of opportunityA good salesperson always goes beyond the obvious channels. While much of your prospecting can be done online, that doesn’t mean offline channels should be neglected entirely. Depending on your audience, there may be some value in focusing some of your
prospecting activity on print and radio, local community organizations, trade shows and conferences, and networking events.How you can mine other channels of opportunity:Look to your current network for potential prospects.
They may also have leads to pass on to you. These are invaluable connections, and they can also build awareness for future prospect mining. Be sure to send a properly formatted networking email when you reach out to these connections.Incentivize any current customers by giving them a reward (discount, cash, etc.) for referring you to potential
customers.
This can work even if you don’t have any customers yet by rewarding family, friends, and colleagues for referring your business to others.Step 5: Make contact with prospectsAfter you’ve started compiling a prospect list, it’s time to start reaching out to them to move them through the sales funnel. During this step, you’ll need to focus on sales
techniques that highlight how your product or service can help alleviate the prospects’ pain points and why you offer something different than anything currently available.How you can make contact with prospects:Create a script focused on consistent, results-oriented messaging that you can adapt and customize for different segments of your
prospect list. Keep the script brief so you don’t overwhelm the prospects during your first contact with every way you can help.Listen intently to what the prospect tells you rather than simply selling to them. Effective prospecting focuses on building relationships.Make prospecting a daily contact process, keeping detailed notes about their reactions,
engagement levels, and what they're looking for from a company.Step 6: Continue to follow up and refine your prospect listThink of the follow-up process as more of an opportunity to continue developing your relationship with each prospect. Look to move the relationship to the next step, either meeting in person or sending them additional
information about how you can help them.Even if every prospect is not responsive during this follow-up, plan to contact them in the future when you have more information they may find valuable.How you can continue to follow up and refine your prospect list:After the initial contact, send a follow-up message, thanking them for the opportunity to
speak with them. A follow-up email provides an unobtrusive way to reach out and paraphrase your conversation so they understand you were listening and are interested in helping them.During follow-up communications, you can use different approaches to further the relationship. These approaches might include asking for feedback, sharing new
insights and recommendations, inviting them to an event, or offering a promotion or deal.Sales prospecting strategies your business should tryDuring these steps, you may also want to try these sales prospecting techniques to win customers.ReferralsWe discussed referrals above, but they’re worth mentioning again. This is one of the best prospecting
strategies because the leads come to you as qualified in many ways.A referral is when someone else has recommended you to an individual who they believe can benefit from your product or service.
This helps you skip many steps in the prospecting process, moving right to the stage of contacting them directly.Pro tip: To keep the referrals coming, you need to do more than just give that person a reward for the recommendation. Be sure to follow up with those who pass your name on to let them know how it’s working out. When they see you
actively taking advantage of each referral they pass on, they are more likely to keep feeding prospects to you.Community groups and activitiesWhen you participate in local events and groups, your prospects can put a face to the product or solution they are considering. You’ll be able to build trust more quickly and also potentially gain more insights
into what your audience wants through in-person conversations.At the same time, you can qualify prospects right away and move them to the sales lead funnel.Pro tip: Reach out to local community groups and activities to learn more about them and the audience they attract to ensure you are targeting the right local audience.
Also ask the group or organization what you can do to provide the best assistance for their audience.Seminars, workshops, and fairsGetting involved in online or in-person educational events can position you as an expert in your market or niche.Instead of prospects feeling like they are being sold something, your participation in these events shows
them you are focused on providing them with assistance and actionable advice. That builds trust and potentially creates interest in what else you offer while also encouraging your audience to share more about themselves and sign up for additional information.Pro tip: Use what you know about these prospects based on the personas you’ve developed
to tailor your participation and content, focusing on those seminars and events that align with your solution and values.Cold callingWhile it’s one of the oldest sales techniques in use, cold calling still works, even if it does involve reaching out to someone who you’ve never interacted with previously. With the amount of research you’ve already
developed in terms of personas, market and competitor research, and social media tracking, prospecting via cold calls could be considered warm rather than cold.While it may seem like you are contacting people out of the blue, you already know enough about these prospects to leverage that intelligence to start building a relationship.Pro tip: If you
use cold calling as part of your prospecting strategy, be prepared to spend a lot of time on it, including investing more resources into each contact for listening to the individual and keeping the prospect interested. Also, don’t take it personally if you get a negative reaction; just move on to the next contact on the list.Direct mailAlthough this direct
marketing technique is essentially a traditional print tactic, today’s prospects still respond to receiving some type of flyer in their physical mailbox. This tactic can help create important calls to action, such as having the prospect look up your website or social media profile to learn more.In this way, it does some of the sales prospecting for you: If
prospects get the information in the mail and then reach out to you through another channel, they are candidates for direct contact due to their interest in seeking you out.Pro tip: Use this prospecting technique in conjunction with the online steps and techniques previously mentioned to further develop relationships while widening your prospecting
net to a larger audience.Should you use a CRM for prospecting clients?As part of prospecting, you may consider using a CRM (customer relationship management) platform. Here are some prospecting examples that illustrate why you should consider leveraging CRM software while prospecting for customers.Centralizes data: Having one place for all
prospect data makes it accessible to the entire sales team and provides a way to also easily share it with marketing or other key decision makers. Scripts, templates, and personas are all in one place to streamline the prospecting process.Integrates with a host of prospecting tools: Many CRM platforms integrate with many types of prospecting tools,
marketing software, and sales analytics solutions that further optimizes the prospecting process. The integration capability helps minimize or eliminate duplicate work for greater productivity while also heightening the insights from the ability to mine the data for other metrics and patterns.Saves time through increased automation: Because
prospecting can take considerable time, it’s helpful to use CRM software due to its automation capability. This time-savings potential means you can find more prospects in less time, which can also lead to greater conversions.Enacting your prospecting processThese prospecting tips can help your sales team successfully start and manage a scalable
prospecting system. Now’s the time to implement a structured sales prospecting activity that helps you find, engage, and convert more people to build brand awareness and revenue. The term ‘Sales Prospecting’ means to connect and build a relationship with a prospective client. Inbound sales prospecting is when prospective clients approach the
company through various channels such as the company website and email marketing campaigns. A sales representative dealing with an inbound request is able to gain customer knowledge from their CRM System (Customer Relationship Management), such as when the potential client first visited their website and which page they viewed.
Depending on how advanced their company’s sales and marketing platforms, they may also be able to see how the prospective client has navigated the company website i.e. the order of pages they have visited or the links within an email they have clicked. By doing this, sales reps will begin to understand the inbound prospective client’s requirements
and purchasing objectives before a first phone call. Outbound sales prospecting is when the sales reps make contact with prospective clients through techniques such as cold emailing, cold calling and social selling. Outbound sales prospecting or lead generation is considered more time-intensive with a lower success rate. However, when starting a
business, the company may have no choice but to rely on outbound sales prospecting, because they may not have yet generated enough market traction or brand awareness to generate inbound sales leads. 10 Rules for Sales Prospecting The execution of sales prospecting is vital to the growth of any sales organisation. Here is a list of rules for
successful sales prospecting. 1. Manage your time – Schedule some time every day or on a weekly basis to do sales prospecting. Leads won’t just drop out of a tree; you have to work at them. You will be far more likely to be consistent at generating leads if it is scheduled in your calendar.
2. Evaluate previous campaigns – It’s important for you to do this before you start a campaign so that you can see the areas in which future campaigns can be improved upon. Separating the different types of prospects in to segments such as job role and company vertical can really help you to see previous successes and how to repeat them.
3. Define your target market -Do some research and find who your ideal customer is and what their profile looks like. Categorise them in to top five, most profitable, least profitable and any other categories you think would be relevant for your campaign. For example, just because a client is visible on your database, it doesn’t mean that they would be
a suitable candidate for prospecting. Once you’ve defined your target market, you can compare the profile with an existing company list to find prospects to target. Using this technique will allow you to stay focused on the best fruit in the orchard. 4. Get your Social Sell on – 80% of internet users visit social networks, so you need to get your message
out there! One of the most effective ways to do this in today is to put out interesting, informative and relevant content on platforms such as Twitter, LinkedIn and Facebook.
Think about industry trends and hot news topics that your prospects will find interesting and engaging. The more people you connect with the more you are likely to sell. 5. Send out great personal content – Create a video to visually grasp your prospects attention. Sending out great content is the key to capturing the eye of a potential prospect.
Whatever you do, make it standout and make it interesting! Rather than showing the prospect what your company does, show them who your clients are. Make it more personal! Show the prospect what you can do for them and how you will implement the product to fit with their needs and objectives for their future. Make your prospect feel valued. 6.
Build a relationship – Once you have acquired a prospect it’s now time to build on that relationship. Find something that you have in common with them. For example, the countries they have visited, you may both have children or you may both love dogs. It makes it easier for the prospect to trust you if they warm to you. Life isn’t all about talking
business, so keep it real! 7. Have a plan – Always be prepared. It helps to have some sort of a plan when approaching a prospect. Have some pre-written questions prepared, write down important bullet notes and try and think of any curve ball questions you might get asked. Put yourself in the position of your prospect.
What information will they want from you so that they or their company can make an informed and concise decision?
8. Learn to handle objection – Prepare for an adverse response from the prospect. The prospect may say something like “it’s not something we are looking in to at the moment” or “it’s an interesting product, but we just don’t have the budget for it”. In this instance try and dig a little deeper and get a bit more information out of them by asking a
question like “OK, but can you tell me a little bit more about what your strategy is and what you are looking for?” 9. Be trustworthy – Its important that after you have closed a sale that you are also there to support them. By doing this you will increase your chances of selling to your prospect in the future and you will also increase the likelihood that
they will refer you to other potential prospects.
When you have become a resource of help for your prospect, they will in turn help you. This can be repeated throughout your career. 10. Keep in touch – Its most important to keep you prospect up to date every step of the way. This is another way you will gain their respect and trust. It doesn’t have to be daily, but a call or email once a week to give
them an update will go a long way to building a great rapport with your prospect. Even if things haven’t progressed very far you can just check in with them to make sure you are all singing off the same hymn sheet. Conclusion Preparation and planning are paramount to sales prospecting. The better thought out your plan, the sooner you’ll see results.
The key focus of implementing a sales prospecting strategy is to build a professional and strong connection with your prospect. Trying to sell too quickly without relevance and context will often result in failure. Your priority must always be to build trust with your prospect. Sometimes it may take several emails and phone calls to establish enough
trust. Remember, sales prospecting often involves stepping outside of your comfort zone. Don’t be afraid to use varying sales techniques for different prospects to find what works best for you.