Prospecting—it’s the first step in the sales journey and the key to unlocking more business. In today’s world, clients’ time is at a premium and you need to move more quickly than ever before. Set your sales team up for success with these three sales prospecting tips that will help you acquire new customers.
1. Invest in a good list
It all starts with a good list. While it is possible to have your sales team create their own lists, it involves hours of painstaking research that would be better spent selling. Trust us, a good list that empowers your team to sell rather than search is worth the investment.
2. Find clarity in your unique selling proposition
Before your sales team can convert leads into long-term customers, they need to show the prospect how your product or service can help them overcome their biggest hurdles.
During times of economic turbulence, it’s even more important to be clear and concise with your unique selling proposition. Ask the right questions, identify pain points and deliver the message. The faster customers understand the benefits, the more likely they are to buy.
3. End with a powerful call to action
The last sales prospecting tip is all about leaving potential clients with a clear image of what will happen next. The best salespeople are great at suggesting and recommending next steps. Instead of saying, “I’ll circle back,” or, “I’ll follow up,” they say, “Can I recommend we schedule a Zoom meeting,” or, “Can I suggest we set up a meeting?”
By having a direct call to action, your prospect knows exactly what will happen after the phone call.
Want to learn more sales prospecting tips and how we can help grow your sales profitability? Our team has more than 30 years of experience hiring, training and coaching great salespeople. Schedule a complimentary call to get started.