How to Add Value to Your Prospecting Approach
This is pretty weird isn’t it? The majority of us are working from home now, not by the choice of our management teams, but for the health of the general population. No one predicted this and if they did, they surely didn’t warn enough people. Either way, most of us are selling from this hypothetical “working from home” (WFH) boat, and it’s not the easiest thing in the world.
Getting a prospect to look at a product or even sign a contract is harder than ever right now. People are scared, I’m scared, and that’s to be expected when so many things are up in the air. Most of us aren’t in the position to stop selling altogether, but we do need to switch up how we approach our prospects and manage our sales funnels.
Checking in with your prospect to see how they’re doing and understanding their perspective should be everyone’s first priority. Empathy should always be top of mind for any sales professional trying to hit a goal in the coming quarters. Get out there and make meaningful connections with your customers. If you can’t meet them face-to-face (please don’tmeet them face-to-face), then send a video letting them know you’re thinking about them and hoping for the best. After they’ve watched your video, you can follow up to build a stronger relationship.
Even when prospecting, it’s not about jumping into your pitch quickly while you have them on the phone. Instead, you have to take a few extra minutes to do some discovery and make sure that you’re both on the same page. There is nothing worse than jumping into a pitch too early with someone who just received bad news or is in a tough place because of the current economy. They’ll get upset, which in turn will make you upset, and any potential of a productive conversation will go out the window. So, start the conversation with a “customer-centered” mentality so you and the prospect are on the same page.
Staying positive is one of the only things we can control, so let’s use every opportunity to make someone’s day. If you have a follow up with someone, double-check that they’re okay before getting all salesy on them. Connect with them, and let them know you care about them as a person, not just the business they provide to you. We’re all still obligated to continue doing our jobs, but it might just look a little different than before, and that’s okay.
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