Every business aspires to expand its customer base or experience steady growth. However, achieving revenue peaks can only begin with precise prospecting.
Prospecting may seem straightforward, but if you ask a bunch of sales experts about their best-prospecting approaches, you’re bound to get several confusing answers.
The sales prospecting process has more ways than ever to connect with your target audience, and picking the right ones can be pretty complicated. So, in this guide, we are here to explore some efficient sales prospecting tactics that can help you in one way or another as you go through your marketing journey:
1. Get Social
A solid social selling presence is a great way to interact with customers. You can gather tons of leads from social media platforms. These platforms drive the right prospects for your business and help you build a good rapport with them.
Customers today tend to refrain from making impulsive purchases. Instead, they have become more selective and often try researching the products across multiple platforms. Hence, social media channels can act as a gateway for you to portray your product to a vast audience. So, try to harness these channels and show how your product can serve as the best option for solving their issues.
For example, if your potential customers are B2B companies that sell financial services, find out where they hang out online. Take a look at the blogs and questions they post. Check out what online platforms they use the most. You need to connect with them in their backyard! Only then can you extend your hands toward them!
Businesses that employ the social selling process are said to hit 40% more business goals than those that don’t (source). Therefore, you should never skip leveraging social media for your business’s objectives!
2. Never avoid the gatekeepers!
Gatekeepers are just as crucial as decision-makers. In some cases, they might be the ones who can introduce you to the decision-makers. So, if you skip this first stage, you won’t be able to move on to the next one. Hence, do not avoid gatekeepers.
3. Keep an eye on a lead’s buying signals
Are you following your lead’s buying signals? Do you recall the number of open email rates you received previously? If not, you are surely missing out on exciting, big deals!
Your leads may send strong buying signals by responding to your call to action or frequently visiting your pricing page. So make sure to track their buying signals and be the first to offer a solution.
4. Never underestimate the value of follow-ups!
Nurturing a lead is one of the most effective ways to convert them into paying customers. It’s completely fine if there are no indications of any buying signals, but do keep in mind that your customers exist. Send them a follow-up in the next quarter to see how things stand out. Add some value to your message and entice them to open it.
For instance, you can send them a blog post that addresses their concerns or tell them about your recent case study that details how you were able to help a business just like theirs. If you show them that you are willing to help whenever they are ready, you are already a step ahead of your competitors.
Read on how to identify customers’ pain points during the sales prospecting process!
If you feel your lead is ready to embark on their buying journey, keeping your brand at the top of their mind should be your prime goal!
5. Nurture your existing customers
All businesses are carrying out different strategies to expand their client network. But little did you know that retaining your present customers can work wonders for your business. Yes, you heard it right. The customers you already have can double the size of your customer base and escalate the revenue for your company.
Your company’s profits can rise by more than 25% with just a 5% increase in customer retention (source). Not only that, but your existing customers can also act as an excellent source for locating prospects. If you establish a strong, loving bond with them, they will be more likely to introduce you to new clients. Hence, keep nurturing them even after your sale is over.
Click here to learn how to retain your existing customers through inside sales follow-up strategies!
6. Never forget the practice of sending emails
Emails are the most efficient way to connect with potential customers for your business. Implementing this simple practice can help you reach your possible customers because some research shows that 80% of buyers prefer to connect with sellers through emails (source).
And personalizing your emails can take your marketing campaigns to the next level because customized messages make your customers feel special, which is more likely to increase your open and click- rates. Although many solutions come and go, email marketing techniques will always remain effective.
If you’re looking for a one-stop shop to reach out to your most suitable prospects, FunnL could be the place to go. This platform essentially entails all of the sales activities required to reach the final destination of closing your deal. It helps you kickstart your sales prospecting journey by giving you the list of the best possible prospects and, eventually, takes you to several sales stages to set up a sales-qualified meeting with them.
It ignites your sales process by providing you with the most effective sales tactics like cold emailing and task management. In addition to this, it also serves as a CRM to handle all your customer interactions. FunnL, moreover, is a platform that will always be there for you at every step until you make your way to reaching your targeted customers.
Prospecting requires time and effort, but those efforts will eventually pay off. However, we hope the above sales prospecting techniques will help you land more prospects with successful sales meetings. Once you utilize these effective prospecting tactics, your selling becomes much more straightforward!
