I have always believed, prospecting is the toughest part of sales. When you have closures and qualified leads, you are ecstatic, you are focused and just everything in the world seems perfect. You think you can do wonders in your career. But when you don’t have a pipeline, that’s when you start feeling the pinch of Sales.
So the question is why prospecting is the toughest part of sales. Because it’s frustrating to find a person who has a genuine need and most of the times prospects don’t turn up. They will not answer your call, they will avoid your emails. And you will end up making that “one last attempt” when a prospect will answer your call or email.
So in this post, I am going you 3 tips to make a prospect speak.
- Understand the purpose you want to talk to that person : Quite often it happens that we end up putting a lot of efforts behind a prospect without even knowing why do we want to talk to him. Sometimes we wan to talk to them because he of his designation, because of the brand of the company, because he might have responded to our marketing campaigns or may be even silly, because we have the phone number.
That shows disrespect to the prospect and the lack of preparation at your end. Remember the purpose of prospecting depends on products/service you are trying to sell. There should be namely 3 purpose of you reaching out to the prospect :
- Fixing a meeting
- Establish familiarity
- Getting more info
- Closing a deal
- Try different touches and tactics : Don’t call any customer to an extent that he will not just respond to you, but he become unresponsive to your entire organization and want to blacklist it . If you think that prospect is so valuable, try other channels like Facebook, linkedin, their blog etc. It’s also important to add a value to your conversation on social media. What you are doing is trying to find a trigger event in the conversation where the customer finally notices you and thinks you are not trying to just sell something to him. For example you can do following :
- Send him a whitepaper
- Send him an invitation to a marketing event related him industry or topic of interest
- Keep your LinkedIn timeline uncluttered to get updates only from the people truly matter to you
- Join their groups
- Send personalized birthday wishes etc
- Contribute to the content they post
- Stick to the basics : LinkedIn is not a tool which will give you closures or where deals are possible to be closed. That’s very unlikely. Use linkedin to grow your brand value, establish yourself as an expert in your field. And you do that curating and creating content. There are sellers who don’t update their linkedin profile for ages and just keep on sending linkedin requests, which is of no value. Some of the best practices which you can do are :
- Try to find the Teamlink connections and request your colleagues to introduce you to the person you are trying to get in touch with
- If you have any shared connections, use them as reference to break the ice
- Use InMail as the last resort to get in touch with the prospects, as you will lose credits if you don’t get a reply and they will not reply you if there is no value for them.
Prospecting is painful but this is the cost you bear to earn success in Sales.