If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan.
The Importance of Continually Prospecting
Continually prospecting allows you to keep your sales funnel full and helps eliminate end-of-the-month scrambling to close deals. Even if you have a lot of business at the moment, you should always be looking for new opportunities. It’s a good idea to prospect at least three months out.
The most significant error that people make while prospecting is going after clients who aren’t a good fit. If you don’t have a good understanding of what separates you from others, you will have a hard time figuring out which prospects are right for your business.
Do yourself a favor and spend some time thinking about what you can bring to the table, and you will find better prospects and clients.
Different Techniques For Different Prospects
It’s a good idea to use different techniques for different prospects. Cookie-cutter approaches will just make your prospects feel like they’re not unique and that you haven’t taken the time to address their individual needs.
One must treat inbound and outbound prospects differently. Inbound prospects are generally “warm leads” that are already familiar with what you have to offer. On the contrary, outbound prospects generally fall under the umbrella of “cold calls.” It’s vital for you to educate these prospects about what your business does.
Cold calling and outreach usually involve more interaction over a longer period of time. Very few prospects are going to be receptive right away. Ensure that you do your research on their company to ensure that they’re a good fit and take a lot of time to determine their pain points. Showing a distinct interest in each prospect will set you apart.
Often, it’s lucrative and wise to look at a specific vector for prospecting. For example, if your company specializes in a particular area of the manufacturing sector, you can find a number of different businesses in that area to talk to. That way, you are still personalizing your offering while maximizing productivity.
Invest In Good Prospecting Software
One of the best ways to be productive and still give your prospects the attention and care they deserve is by investing in effective prospecting tools that help you filter through the noise and put together a solid prospecting list.
These tools can automate outbound sales activity, generate good leads, and give salespeople all of the resources that they need to sound well-researched while talking to the prospect. They can also help to eliminate a lot of busywork.
Understanding What Prospects To Prioritize
A luxury that a lot of salespeople don’t have is time. It’s essential to organize and maximize your time in order to hit monthly and yearly goals. One of the best ways that you can do this is by knowing which prospects deserve the most attention. Of course, this isn’t to say that you should ignore any of your prospects or treat them poorly.
You should focus the majority of your energy on prospects that have a greater likelihood of bringing in recurring business, and to a degree, those that can contribute positively to your roster of clients. Like it or not, name recognition is a really big deal.
Separate your prospects into different spreadsheets in order of importance, and focus on the highest priority ones first. When you have a little bit of extra time in your schedule, you can call on your lower-priority prospects.
Many salespeople make the mistake of thinking that their highest-priority prospects are the ones that are going to close right away. While this is true to some extent, and these prospects should be high on the list, you need to look at your long-term goals too. If you’re constantly racing to hit your monthly budgets, you aren’t properly planning out your time. Instead, focus on both.
Some salespeople like to rate their prospects using percentages or color-coding. Use the system that works for you and make sure that it’s consistent. That way, you can allocate a proper amount of time to prospects who need it and personalize all of your prospecting and proposals accordingly.
Speaking To People On All Levels Of The Organization
Most salespeople are familiar with the term “gatekeeper,” and often, this is where the sales process gets stalled. Gatekeepers are usually people without too much direct power that can make decisions as to whether or not your proposal gets seen.
The real person that you want to be talking to is known as the “decision-maker.” As the name suggests, the decision-maker can sign off on your proposal and get the campaign going. Novice salespeople often spend a tremendous amount of time meeting with gatekeepers or people who really don’t have too much power.
Even though you want to ultimately speak with the decision-maker, you need buy-in from other people in the company too. Even if they can’t authorize the contract, they can still advocate for you within the company. Forge relationships with people on all levels of the organization, and you will cover your bases fully.
Research Helps With Prospect Personalization
You should be appropriately researching all of your prospects so that you have a good idea of what they do and why they’re a good fit right away. It can appear unprofessional and put you at a serious disadvantage if you don’t understand your prospect’s company. Conducting such research can be time-consuming. To speed up the process, one can implement data collection automation tactics such as using coding languages like R to scrape the web for prospect data.
This can also help you determine where the prospect fits on your priority list. Don’t just research what they do; you should also look at who they have done business with in the past to try to determine their budget. If you can, figure out when they are most likely to buy. The more knowledge that you have, the more probable you are to close that sale.
For businesses looking to maximize their profits and streamline their activities, sales prospecting tools are the way to go. Prospecting tools allow for personalization at scale, as well as freeing up valuable time for other important aspects of an organization. Prospecting is the heart of any business and is a vital element for a successful sales funnel.