No matter what type of industry, there exists many types of prospecting to find qualified leads. Salespeople need to prospect continually-the real question is how? Here’s a list of several common types of prospecting:
Warm calling remains the most effective way to set up appointments with the right decision makers in your target accounts. If you want to get your prospects attention you need to have something compelling to say, so dig deep to understand them when your gathering sales insights. Find the common connections, such as a person, a group, an interest, or anything you and your prospect have in common.
Referral prospecting simply means prospecting through people that you know, your existing contacts, clients or business partners. Start with a list of people that may know the people you want to talk with (example: business associates, strategic partners or clients, etc.) and ask for an introduction.
Content marketing is the art of communicating with your customers and prospects without selling. Instead of pitching your products or services, you are delivering information that makes your buyer more intelligent. By providing valuable and educational information to your customers you create a level of trust.
Networking, like sales prospecting, is a process and not an event. It takes time to develop a network, especially if you’re new to the working world or still trying to establish yourself in your industry. Identify your reasons to network. Is it to find new business, contacts or introducers or is it to retain and build existing relationships? Identify the people you should network with. Do you know the names of the people you need to develop better relationships with? If you haven’t already met them, can you arrange to meet them.
Email is free, fast, and available to most anyone. By sharing information about your business through emails, you help customers see how valuable your product or service are. Email marketing will help your product or business remain top of mind to your consumers. You can use emails to establish and nurture a relationship with your customers by providing informative pieces.
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.