Prospecting is usually seen as a dreaded task. More than 40% of salespeople admit that prospecting is incredibly challenging. Our virtual environment isn’t making sales prospecting any easier.
Many sales managers are still using outdated prospecting techniques instead of effective practices that could lead to a higher volume of potential customers.
The basics are the same, but have you ever considered using social media platforms to benefit sales managers? It’s time to update your sales prospecting techniques. Here are five tips to help any type of business save time sales prospecting and generate more leads.
Create a Prospect Persona
Don’t jump straight into prospecting without building a solid prospect persona first. Persona building is a simple yet effective filler for ensuring that you spend time chasing the right type of leads who will genuinely benefit from your business. Using marketing personas made websites 2-5 times more effective and easier to use by targeted users.
First, identify your target audience demographics to find out who is most likely to be a buyer. Try stepping into the shoes of your prospects and find the key pain points they want to address. Determining your target audience and prospects’ key focus will help you nail the script for your cold calls and demo videos. Consider how to make your offer more attractive to viewers and what other factors are going to influence the decision of your prospects to convert.
Evaluation prior to prospecting may seem like a time-consuming process, but it saves you vital time in the long run. Narrow down quality prospects who are more likely to convert and buy.
Consider Using Customer Relationship Management (CRM) Software
One of the best ways to make your time more productive is to keep track of the contact details of the prospects for your business. Without keeping track, you may find yourself running from pillar to post just to receive access to basic customer information. Many of us resort to spreadsheets or Google Docs to refer back to. We suggest CRM software to be a better option for saving time and never misplacing information again.
CRM software has replaced a physical Rolodex on your desk. The CRM software can organize all the details of your prospects and help run your sales process more effectively and efficiently. You’ll be able to find all of your customer data in one place. From their name, address, email and phone number, to even the communication preferences of each prospect, CRM makes it easier for sales representatives to make highly personalized sales calls.
Breaking down communication barriers and promoting the smooth flow of information is one of CRM’s top priorities for marketing and sales professionals. Making sure everyone on your team is on the same page saves time during prospecting.
In 2008, only 12% of businesses used cloud-based CRM. In 2020, this figure has increased to 87%. We suggest opting for a cloud-based CRM software instead of on-site CRM software as cloud-based can be accessed from anywhere in the world, as long as team members have internet access.
Create a Demo Video of Your Business
Demo videos are one of the most effective ways to explain all the benefits of a product or service during prospecting calls. Demo videos are easy to make, especially with the help of online video editors (such as ours!) and ready-to-use templates.
Create a demo video about your product or service and explain to prospects how your business can simplify their lives. As these videos showcase the utility of a product or service right at the outset, they can help you generate better quality leads in a much shorter time. Using an online screen recorder, which captures video and audio right inside your computer, makes projects like product demo videos a breeze.
Unlike cold calls, demo videos give prospects the opportunity to learn more about your business at their own pace. Sales representatives’ time can be used more effectively, as they will never have to spend hours explaining the same product multiple times a day. Voiceovers are the perfect addition to a demo video so viewers can listen to an explanation as well as a demonstration.
Don’t stress about hiring a video production team or having minimal editing skills. Your demo video can easily be filmed and produced on your smartphone. You can even add royalty-free stock videos and images to spice up your video. Also, leveraging a green screen feature will assist those who are struggling to find the perfect demo video background.
Start a Referral Program
Satisfied customers are an excellent source for receiving quality leads. Why not ask returning customers for a referral to their friends and colleagues? This saves valuable time instead of making countless cold calls. After all, a prospect is more likely to trust a recommendation from a friend over an unknown salesperson. When referred by a friend, people are 4 times more likely to make a purchase since 84% of people trust recommendations from others.
Start with putting together a list of current customers to approach for referrals. Set up an initial call and ask them if they know someone interested in what you’re offering. You can even request the customer to set up the introductory call so that prospect doesn’t feel ambushed.
Adding an incentive for the referee can help seal the deal and encourage them to refer your business. Customers acquired through referrals have a 37% higher retention rate and 81% of consumers are more likely to engage with brands that have reward programs. So what are some incentives you can offer? Try free subscription months, discount coupons, cashback – there are plenty of options you can experiment with and see what works best for your business and client demographic. In fact, 93% of shoppers check out using a discount code every year.
If you’re interested in giving discount codes and run your website through Shopify, we recommend checking out Shopify’s built-in discount code generator. Other programs like Voucherify, Taon.One and Rev Lifter can generate codes and help increase your eCommerce revenue.
Establish Yourself as a Thought Leader in Your Industry
Consistently adding more value to the lives of your customers can help you position yourself as a thought leader. Once you are recognized as an expert in your field, it will be far less time-consuming to engage your prospects.
There are a number of ways to build thought leadership:
- We recommend starting with producing high-quality content related to your business and publish them as blogs or articles. Guest post opportunities offered by high-domain authority blogs are also extremely popular and beneficial.
- Participate as a speaker in trade shows or conferences relevant to your businesses.
- Keep sharing valuable content through your social media platforms.
- Host live stream sessions on Facebook, Instagram, LinkedIn or anywhere your audience can ask you questions.
Once the legwork is out of the way, your credibility as a business is bound to increase. You will be viewed as a valuable resource by the prospects.
So what’s the outcome? A salesperson from your team won’t have to spend too much time gaining the trust of the prospects during a call. Instead, they can dive right into the conversation and engage more effectively with prospects with their eye on the prize – getting them to convert.
Ready to Crush Your Prospecting?
Implementing the above strategies from the get-go will help you reap the rewards in the long run. But remember, there’s no one-size-fits-all approach to prospecting. Don’t hesitate to experiment with different techniques till you find what clicks with your prospects.