sales prospecting | sales qualified lead | cold calling in sales | outbound prospecting | lead prospecting | prospecting process | b2b prospecting | prospecting skills | strategic prospecting | inbound prospecting | sales prospecting process | prospecting in selling process | successful prospecting | successful sales career | business success | success in sales | sales success | successfull selling | prospecting success
115 views

Sales prospecting is very necessary to expand your buyer list and increase your revenue growth. It demands a great amount of research to identify the target audience whom you can approach and close a deal with. Once you know your prospects, you need to focus on making an impactful conversation to gain their interest and convince them to take action that would be valuable for your company. Your lead prospecting efforts can bring fruitful results for your company, so you need to prospect smartly.

Successful prospecting is the basis for business success. Closing a sale highly depends on how effective you are at your prospecting skills. Before diving deeper into the secrets of prospecting, it is necessary to know what is Sales Prospecting.

Sales Prospecting basically means identifying and finding people who are potentially interested in buying the product/service you offer. The better you are at prospecting the better would be the chance of closing a deal. Strategic prospecting is all about how much money you could make if you had a balanced flow of sales qualified leads.

Typically there are two types of Sales Prospecting namely, Outbound Prospecting and Inbound Prospecting. What is the difference? In Inbound Prospecting it’s the prospect that starts the sales prospecting process, whereas, in Outbound Prospecting, it’s the sales representative who starts contacting the prospect.

Now that it is clear what Sales Prospecting actually is, let’s get to the main focus i.e., Secrets of Sales Prospecting to achieve great success.

7 Proven Secrets of Sales Prospecting that will help you achieve great success

Are you among the majority of salespeople who don’t have a b2b prospecting plan that works? So, here are 7 Secrets of Sales Prospecting that will help you achieve greater sales.

1. The Prospecting Process

There is no such thing as a perfect prospecting system, neither there is anything like a perfect lead. It’s all the prospecting process that matters. If your prospecting process is efficient enough there are higher chances that you will convert a lead into a potential customer. So the Prospecting Process really matters if you want to achieve success in sales.

2. Sort Reviews on Your Page

Nothing can put an impact on the new customer than reading a positive review given by a customer who is already using your product. It improves the credibility of your business. Whenever you get positive feedback from a customer do ask them to put a review on your website. After seeing the number of positive reviews there are higher chances that the person will try to contact you to inquire about the product/services you offer. Therefore, positive customer reviews are a must.

3. Use Referrals

Prospecting in the sales process is all about identifying the potential customers to grow your revenues. Recommendations from people already using your product can work well for your business. The recommendations are more valuable, even more, valuable than product reviews. Referrals are considered to be the most successful method of sales prospecting. If you have a good relationship with your customers, why not take advantage of them and ask for referrals.

4. Make Your Very First Call Interactive

The very first step is cold calling in sales prospecting. The basic goal when you make a very first call with a client is to get out a piece of vital information from them. When you are successful in getting out a vital piece of information, you have finally established a certain interaction that will increase your chances of closing a deal.

5. Spend Time on Valuable Prospects

Your main goal of prospecting is to spend more time on fewer prospects but the valuable ones. Separate the other prospects from the prospects you think are really interested in buying a service you offer. Spend more time on those prospects so as to close a deal with them. By doing this you will achieve a valuable client who will put a positive impact on the revenues of your company.

6. Be Confident While Interacting

While you start interacting with your prospect, the very first thing that a prospect observes is that how you present the information in front of them. Here your confidence counts. Be confident at the very first call with the prospect. This will really have a positive impact on the prospect’s mind and you will have a higher chance of closing a deal with the prospect. Confidence really counts!!

7. Follow-ups Are Must

Sending just a text message once or calling a prospect once will rarely convince them to buy your service. Even the bigger brands regularly keep on sending certain messages to gain your attention to their services. It’s the same for every company. But remember that every message or call you do should provide different values to the prospects. So, Follow up regularly.

These prospecting secrets shared above will definitely help you to climb the stairs of a successful sales career. Sales Prospecting is all about planning and organizing, if these two steps go well then no one can stop you achieve your goal.

Mihir Shah is CEO and Founder of Yatharth Marketing Solution, the group specialized in offering personalized sales training programs to corporates worldwide. He is able to draw several years of experience imparting to management, sales, and corporate training serving wide industries. Mihir has assisted companies to grow incomes and enhance customer satisfaction score as well as assisting managers, leaders, and directors enhance the performance of their team with training.