Sales professionals don’t have to like prospecting they just have to do it. Let’s take a look at five traditional prospecting techniques and some ideas on how to optimize them.
Email prospecting is a helpful strategy to generate leads and secure an initial meeting or phone call.
According to Entrepreneur.com, Jake Jorgovan, a creative strategist, was able to generate over $12,000 through cold email!
This success was attributed to Jorgovan’s use of personalization. Each email he sent out was written with that individual in mind – not an automated email that would have made sense for anyone.
Personalization conveys sincerity as opposed to a robotic, mass email message. Sales professionals that go beyond plain-text email will see an increase with their email response rate.
Using video email throughout your prospecting not only adds some variation to the mix, but it helps you stand out amongst the noise while building relationships with your audience. Video emails allows you to send personalized videos that improve response rates, increase sales opportunities, and close more deals.
You can start by adding a video introduction, or by sending a thank you video after closing a sale. The extra effort will get noticed!
You may call twenty-five or a hundred people and end up with one warm lead. That’s why cold calling is becoming an abandoned practice in many sales departments. Most decision makers don’t answer calls from blocked or unfamiliar numbers. Their time is better spent answering a less invasive message like a text or email.
On the flip side, cold calling “does enable success and is focused on action and initiative”. Try pairing cold calling with a more updated communication platform to balance out your prospecting strategies.
Social selling is using social media to attract potential buyers through different networks online. With this strategy, sales professionals rely heavily on posting content that attracts engagement, such as shares and comments. The main goal is for sales professionals to become thought leaders by posting their knowledge onto platforms like LinkedIn and Facebook.
Using social media can help sales professionals connect and get involved with people already seeking their service or product.
Asking for Referrals
Referrals are valuable for all sales professionals, and sales teams need to actively seek them from their current customers.
This can be done by ensuring that the customer’s relationship is maintained after a sale is completed. Stay in touch by sending emails with product updates, relevant articles, or go the extra mile and send a video email of yourself.
Sean Kelley, CEO of Car Motiators says, “If you send your good, loyal, customers a thirty-second video three or four times a year, just so they remember you’ve developed a relationship, how much time will that take? Two minutes.”
New technology, like video email, is an innovative solution for enhancing business relationships and provides an effective platform to ask for referrals.
Events are excellent opportunities to prospect in-person. For example, find a conference that would attract your target buyer, then research the attendees ahead of time. You may see a lead that went silent on the list or a target account may appear. A little preparation before the event will allow you to prospect in-person more effectively.
Importance of Prospecting
Prospecting is creating opportunity for your company to grow. It’s up to the sales professionals to connect and convert buyers, in a non-sales-y way, so their company can live to see another day.
Talk about pressure.
Connecting with your potential buyer is difficult in a world that mostly operates through a screen. Prospecting methods like cold emailing, calling, referrals, social selling, and video email will help you generate more leads so you can crush this quarter.