Marketing How To: Powerful Sales Prospecting Tips
Marketing How To: Powerful Sales Prospecting Tips
Finding new customers is one of the major challenges faced by businesses. Prospecting is an art. It is a key selling skill. Successful salespeople are good at prospecting and always have many prospects. Here are some tips which help you to master the art of prospecting
Marketing how to experts recommend that you prospect daily. Successful salespeople ensure that they dedicate some time every day to prospecting activities like making phone calls, sending emails, asking for referrals, networking, speaking at conferences, writing articles, attending trade shows and making door to door cold calls.
Use social media websites like Facebook, Twitter, Google Plus and LinkedIn for prospecting. These websites offer an opportunity to reach out to people who may be already talking about what you are trying to sell.
Open an account in the above mentioned social media websites. It is advisable to use your brand name as user name. Search for conversations on Twitter which may involve your product. LinkedIn is of great help in your are in B2B space.
While speaking to your prospects, it is advisable to have a structure in mind. You may use a script initially, but it is important not to sound scripted. Marketing how to experts suggest that you practice with a colleague till you get used to it. While prospecting over the phone, never try to sell.
It is important to remember that prospects are perishable. You need to strike when the iron is hot. It is very important to make contact quickly. Don’t wait your prospect to call you. If you do so, you are more likely to lose the sale. Your prospect may buy from your competitor.
While prospecting it is important to avoid speaking ill of your competitor. Marketing how to experts recommend that you highlight your product’s strengths. It is advisable to be prepared with a structured presentation.
It is a good idea to guide your prospect through a comparison of quality and price. Play to your strengths. Help your prospects see the advantages of buying from your company. This approach is more professional than badmouthing your competitors.
Prospect to sale ratio varies with the industry, but it is obvious that you will not get sales from all your prospects. Successful salespeople are experts in handling rejection. It is very important to learn from each and every rejection.
Use rejection as an opportunity to improve your presentation. Salespeople who take rejection personally should definitely not continue in the profession. Perseverance is the key to success in sales.
By implementing the above mentioned tips, your prospect to sale ratio is sure to be better than any of your competitors.
