You can have the best bait, and be at the right spot at the right time, but there’s still no guarantee that your prospect will bite. It’s no secret that prospecting is one of the biggest challenges that businesses will face. Many sales teams don’t have a solid prospecting plan, or they are using outdated methods that are not always the most effective.
You might be lucky enough to have new clients will magically appearing in the pipeline, but everyone needs to be prospecting in order to keep revenue coming in.
Create Your Ideal Buyer Profile
By creating your ideal buyer profile, you can speed up and streamline your lead generation process to identify high-potential clients quickly.
By focusing on your buyer profile, you are putting more time and effort to your valuable prospects, and you’ll be able to up-sell and provide more value to each account easily.
Connect with more prospects though meaningful emails
A well-written sales email takes time and effort, but often it’s worth it. If you don’t get a response, it doesn’t mean that your prospect isn’t interested, they may be busy. Your prospects are more likely to read an email if the message is well put together, tailored to each recipient and personalised. Include links to resources that are relevant to your prospects based on conversations you’ve had with them.
If you have invested in email tracking tools; you can monitor open rates and either call once that prospect has the read the email, or follow up with with a second email a few days later.
But don’t hide behind email alone.
You will not be successful unless you’re talking to prospects. You have to be able to go out and cold call. Getting on the phones is equally as important as sending cold emails to potential prospects. The key to prospecting is leveraging all methods of communication to reach your target market. Show your prospects that you understand their needs and are there for them if they need you.
Use social media
There is no denying the power of social media. It is a never-ending networking opportunity, why would you not use it? Social media, like LinkedIn, gives the sales rep an opportunity to fill their sales pipeline and keep it full. Encourage your sales team to spend some time every week on social media. Engage with prospects, post relevant content with relevant hashtags.
If you can’t do it, Outsource it!
If you don’t have time for prospecting, outsource to a lead generation agency. By having an agency organising leads and setting appointments, you will guarantee yourself a pipeline of highly qualified leads.
Sales reps will always want to focus on closing, ultimately, they are thinking about their KPIs and commission. But as much as we want them to close new business, we also want them to allocate time each week to prospecting. If they make prospecting a priority, they will have a healthy pipeline of prospects and opportunities. And this is not only good for their KPIs but the team morale and the company’s bottom line.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.