Sales Prospecting: Dos, Don’ts, and Best Practices
Seasoned sales representatives and their younger counterparts have one thing in common—they’re all working on hitting their revenue targets. But sales prospecting is not a spray-and-pray exercise. 🤷🏻♀️
It needs to be a meticulously designed strategy, replete with rules that need to be followed and mistakes that need to be avoided. In addition to business skills, sales folks also need to cultivate and showcase sensitivity in their dealings.
As Andy Paul puts it - Sales is a people business. In 2021, the salesperson who is most "intensely human", wins. 🙌
Simply put, sales is changing and hence, research is key.
Well, guess what? We’ve done this research for you and put together a list of best practices, dos, and don’ts that will help you excel at prospecting. 😎 You can get your hands on all this intel here ⬇️⬇️⬇️
https://www.slintel.com/blog/sales-prospecting-dos-donts-and-best-practices/
(Photo by Corinne Kutz on Unsplash)
Sales prospecting is a critical component of the sales process, and it involves identifying and reaching out to potential customers in order to generate new business. Here are some dos, don'ts, and best practices to keep in mind when it comes to sales prospecting:
Dos:
Research your prospects: Before reaching out to potential customers, take the time to research their company, industry, and specific needs. This will help you tailor your message to their specific situation and demonstrate that you understand their pain points.
Use multiple channels: Don't rely solely on email or phone calls to reach out to prospects. Use multiple channels, such as social media, to increase your chances of reaching them and getting a response.
Focus on the benefits: When reaching out to prospects, focus on the benefits of your product or service and how it can help them solve their problems or meet their needs. This will help capture their interest and increase the likelihood of a positive response.
Follow up: Persistence is key when it comes to sales prospecting. If you don't get a response to your initial outreach, follow up with additional emails or phone calls to keep your company top of mind.
Don'ts:
Spamming: Don't send out mass emails or make unsolicited calls to potential customers. This will likely result in a negative response and damage your company's reputation.
Being too pushy: Avoid being overly aggressive or pushy in your outreach. This can turn off potential customers and hurt your chances of establishing a relationship.
Ignoring the follow-up: If a prospect expresses interest but doesn't immediately move forward with a purchase, don't ignore them. Continue to follow up and provide value, even if the sale doesn't happen right away.
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If you want to sell in 2021, focus on providing an exceptional user experience. Forget about the metrics and the numbers and put your efforts into creating an onboarding process that your potential customer will want to share with their inner circle.
That makes perfect sense. Happy customers are your best advertisers, after all!