Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems

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BOOK: Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems Jill Konrath also suggests scheduling a short five-minute meeting to get your foot in the door with prospects whose calendars are particularly swamped. The Prospecting Call A big part of it. And I’m someone who will speak louder than most about the quality of what you actually do. But I’ve seen it like time and time again in my career, the people who are you can get by in prospecting by being okay at what you do but with just having high activity and high consistency. If you are great at what you do with high activity and high consistency, you have exceptional results. It’s too often I see people they kind of feel like they need to do little bits and bobs here and there and they never get the desired results. That being said, and I do think in the world that we live in a day, because there’s more noise than ever when it comes to prospecting, salespeople have to be exceptional about engaging with their prospects. Build your communication skills: Successful networking—whether online or offline—requires you to be a fantastic communicator and a good relationship-builder. Working on these sales skills is essential. Having a clear sales goal before starting prospecting in business helps you prepare steps to achieve it. The goal doesn’t always have to be closing a deal, it can be booking a meeting or scheduling a sales demo.

Your prospects are likely being bombarded with countless sales and marketing messages, which means it’s imperative to stand out from the crowd and capture their attention. With plenty of options available to them, some potential customers may be hesitant to commit or show interest in your product. Here are a few ways to keep them engaged: Start with a compelling opening line : Start with your full name and where you’re calling from, give a one-sentence explanation of why you’re calling, give your 30-second pitch, and then ask for permission to continue. With the right skills and direct phone numbers, an SDR can start a conversation with a prospect, link their product to the prospect’s pain point, and book meetings. Our customers use Cognism's verified mobile number data to increase connect rate and enrich missing data points from inbound leads. When you prospect successfully, you can schedule meetings with better-fit leads — ones with a legitimate need for or interest in your offering. Good-fit customers generally provide more long-term business. High-quality B2B data helps organizations prospect predictably and change tiresome processes into smooth, scaleable workflows. Prospecting data providers like Zoominfo or Cognism offer solutions that can help you find ready-to-buy prospects.

How to Prospect

We’ve helped large companies like yours lower support costs by [X%] and improve overall sales by [Y%] in less than a year. Create curiosity: Ask questions about their business. Ask more than tell. This conversation is about them and understanding their needs and problems. The less you talk about your business and product, the more your prospect will be interested to hear the final pitch. Be human. No one likes to communicate with a professional robot. Adding in details like wishing someone a happy holiday weekend or bconveying how awesome their company’s product is are real touches that allow us to establish a connection on a deeper level. Develop a list of common objections that may surface at different stages. For example, objections to buying a SaaS product vs building in-house are likely to come early on; budget objections, later. Keep up with market changes, industry news, and how the competition is evolving to be prepared. Buy signals and trigger events are occurrences that can lead to a sales opportunity — examples include new funding raised, changes in leadership and new product launches. All of these events can indicate that a company has purchasing power and therefore may be ready to hear your sales pitch.

SDRs handle objections daily, cold prospecting may be tedious, and it requires a lot of multitasking. So to ensure a successful career in sales prospecting, reps need a certain skill set. Watch the video below to learn more about prospecting skills and training. How to measure their success? Establish rapport: You shouldn’t shy away from personal conversations, like asking how a prospect’s weekend was or what team they’re rooting for in the game tonight. These intimate touches help us develop a more meaningful relationship with prospects and enhance your likeability which, hopefully, means a prospect will be more likely to buy from you. I’d love to talk to you about how [Product Name] could help you refine your processes and increase your company’s revenue. Do you have time to connect this week? I’ve never spoken to a surgeon before in the whole of my life. In hindsight, it was a dead easy task because the company I worked for, all surgeons loved them because of the market leaders. And so you ring any of them up and they’re desperate for you to come in because they want to get some free toys or get some demo equipment off you. They’re always trying to grab something from you. So in hindsight, kind of 15 minutes after the first conversation, I was like this is it, this is easy this. But I sat there and I was so, I was literally, there was literally sweat just rolling off my palms. And then as I said, I made that first phone call. I was like, oh, okay, we’ll come and see you on Wednesday, that’s fantastic. And then the next one, next one, next one. And it wasn’t an issue. Engaging subject line: The subject line has to pique the prospect’s interest while avoiding cliché hooks.

What is a probing question?

So how do you ask for referrals? Well, obvious as this might sound, you just ask for them. When you convert a prospect into a customer, follow up with them and ask if they know anyone who might benefit from your solution. Prospects are usually qualified according to certain dimensions, meaning certain characteristics — including factors like deal size or timing — are deemed more important than others when identifying viable prospects. Those elements hold more weight when qualifying.

Ask for an intro, not a sale: Don’t put pressure on your existing customers. You’re not asking them to sell your product for you, all you’re asking for is an introduction to someone who might benefit from your product or service. The best way to improve prospecting is to collect and analyze qualitative and quantitative data . You may for example calculate customer lifetime value or speak to the customer support team. They know exactly who is actually purchasing and which customers are most loyal to your product or service. 5. Plan your calls

What is the Importance of Quality Prospecting? 

And when I say that, I mean like specifically what to do, what the say, tactically how to approach prospecting. Number three, they don’t make time for it. So many people are guilty of this. They just think, they know it’s that thing that it’s like going to the gym, should do it but too busy. Haven’t got time for it, where do I fit it in my day. Number four, out of the five, they’ve got a fear of it. And maybe we can dive into that. And number five, this is a trouble that is really emphasised by the ever-changing world of sales and digital sales. It’s harder than ever to get the attention of our prospects. And there is the whole world of prospecting and digital selling has made it in some respects easier for salespeople to prospect. In other respects it’s made the whole world a bit noisier and difficult. So anyway all these things are solvable Will, every single one of them. It’s not easy though, but they are all solvable. Need more sales prospecting tools? We’ve compiled a descriptive list of top B2B prospecting solutions for you. In the end All of t hese ques t ions will help us craf t more con t ex t around our prospec t ’s si t ua t ion, which will help us when we’re ready t o make t ha t ini t ial con t ac t .