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Struggling with Prospecting in Sales?

Updated: Dec 14, 2023

Working hard to drive leads towards sales? Prospecting in sales is not the easiest step for most people, but it doesn't have to be that hard. Just because you have to sell, nothing will change if this is the message you push to everyone. Only focusing on sales will not bring you anywhere whether you are a sales manager a representative or a business owner. If you want to do the impossible, like change the world and sell more, then you need to learn how to talk about your product or service without focusing on selling.

People feel it

No one wants to be sold. So what can you do right now to get benefits from this post? Build a trust-able relationship with the prospect to give value-based offers by understanding their needs. Before we tell you that, let's clarify the fundamentals because as deep as your root is, you can grow big.

Prospecting in Sales

Prospecting in Sales

What Every Salesperson Needs to Know: Prospecting is an integral part of the sales process. It is a process of finding and developing new customers, which is the foundation for any business. The prospecting process can be difficult to navigate, but it can also be a great way to build relationships with your customers and create a solid foundation for future business. It is an essential part of any salesperson's job and it can be a rewarding activity. This article will provide you with some insights on how to improve your prospecting skills.

Who your customers are?

The first step in prospecting is understanding who the customers are. It's important to identify the people you want to reach and what they might be interested in purchasing.

For example, a professional may target businesses with high turnover and a need for new employees. A retail store could target individuals looking for deals on clothing, furniture, or other household items.

What is Prospecting in Sales & Why it is Important?

The best sales strategy is one that can effectively identify and reach out to potential customers. This can be done by using prospecting methods such as cold calling, email marketing, social media marketing, and other similar ways.

  • Identifying and reaching out to potential customers.

  • Identifying companies that have a need for your product or service.

  • When you identify these target audiences and companies early on, you are more likely to get ahead of your competition and gain a competitive advantage in the market.

How to Identify the Key Stages of a Customer Decision-Making Process

The customer decision-making process can be broken down into 5 key stages. It is important to identify these stages and find out what the customer is looking for in order to make a sale.

Identifying these 5 key stages of a decision-making process can help you better understand the buying cycle of your customers. By understanding their needs, you will be able to create more relevant content that will help them make a purchase.

  • The first stage is awareness or interest, where the prospect starts learning about your product or service and becomes curious about it.

  • The second stage is evaluation, where they start looking at your company's offerings and decide if they are right for them.

  • The third stage is a consideration, where they start thinking about how much they want to spend on your product or service before going through with it.

  • The fourth stage is a purchase, where they have made the decision to buy and are ready to make a purchase.

  • Finally, the fifth stage is satisfaction or resolution, which is when they have their new product and are pleased with it.

best practices in sales prospecting

Best Techniques for Prospecting in Sales Using Social Media

Social media can be a great tool for salespeople to prospect for potential customers. The key is to use the right social media platform for your target audience.

You should also remember that social media is never static. It changes frequently, so you should always be on the lookout for new platforms that will help you make more sales.

Some of the best techniques for prospecting on social media include:

- Using hashtags

- Using a hashtag as a call to action

- Sharing content from influencers or authority figures in your niche

- Grow your audience with Personalized Content

What are the Best Prospecting Tools In the Market Today?

There are many tools available in the market today that can help you to prospect for your sales. However, there is no perfect tool for every prospector. To be successful in your sales, you need to know what works best for you and what doesn't work at all.

The following are some of the best prospecting tools that are available in the market today:

1) Social Media Tools

3) Content Marketing Tools

4) Lead Generation Tools

5) Sales Prospecting Platforms

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Build a relationship with the prospect in sales

  • Your chances are less if you are salesy.

  • Show up as an expert.

  • "Fake it till make it" - will not work either.

  • Give advice based on educating the needs.

  • Show the way how to use your products or service to solve their problem.

  • Customer experience could make you unique and memorable.

Most people are visual or kinaesthetic learners, right?

  • Prospects need to feel, see and have their hands on something to really learn and understand how it works.

  • Create and put out content where the customers can easily access them.

  • Facts or hacks that empower your potential customers to meet their needs faster or more efficiently using the product.

  • Infographics, blog posts, and videos share it on SM.

  • Host an event, webinar, workshop...

  • Connect emotionally with the client/customer while creating more value for them.

This article was written by 7needs, check out the collection of our business strategy blog posts.

Plan & Strategise

We may be living in the age of automation, but we still need people at the heart of companies to plan and execute strategy. Companies are shifting from product-led growth to customer-centric strategies that rely on market insights and an understanding of how to optimize for the future. Understanding your customers, competitors and the market is key to success.

7needs can help you with forward-thinking, strategic planning and strategy implementation to execute growth that is scalable and sustainable. Schedule a call today for a strategy consultation to learn how we can help you reach your goals.

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