The Ultimate Guide to Sales Prospecting in 2020

‘’Almost 40% of sales leaders say that optimizing lead generation so salespeople can prospect better is a top priority to help them reach revenue goals.’’

Sales is one of the most important factors in any business.

While the marketing and other teams contribute to engaging and drawing potential prospects towards your brand, it all comes down to how your sales actions convert all the effort into a successful sales lead.

Your market keeps changing, technology keeps developing and your prospects’ needs rise with newer solutions being available in the market. In this case, the one thing that needs to remain constant is the way your selling actions impact your brand.

Jump Directly to

1. Meaning of ‘Sales Prospecting’

2 . Types of Sales Prospecting methods

3 .Tips to Boost Sales Prospecting

4. Efficient Techniques for Sales Prospecting

5. Potential Tools for Sales Prospecting

You cannot just sell to anyone and every one without having in mind how you want your sales prospecting tactics to be defined. This is exactly why this article was created in the first place.

If you are looking to tap more potential prospects or are looking to enhance your sales prospecting tricks better, this article will be able to shape your knowledge about the topic much better.

Let’s get started.

Meaning of ‘Sales Prospecting’

Sales Prospecting defines the act of finding the right prospects for your business. The purpose of your brand growth is determined when you find the right people who will invest in your solution and continue to add value to your brand with their existence.

In order to find such kind of people, conducting sales prospecting is necessary. To break down the terminology and to make it, even more, clearer, prospecting refers to converting possible leads into a sales lead.

For instance, when you advertise about your business, there will be multiple leads who will come to your website. They would explore your website or view your social media handle and continue to learn how your solution can benefit them.

Interesting Read : How to Listen Actively on the Phone in Sales?

So what happens here is the sales team engages with them and tries to push their interest towards the brand solution. When the sales team becomes successful in doing this, that lead converts into a customer for that business. This is exactly what sales prospecting looks like.

There are many ways for you to conduct efficient sales prospecting. These solutions are still applied today and if you want to succeed better in this process, practicing them will be beneficial for your business. 


Types of Sales Prospecting methods

Sales Prospecting

1. Cold calls

‘’57% of C-level buyers prefer that salespeople call them.’’

Cold calls are the process of contacting each possible leads and nurturing them so that they can develop trust with the sales agent and confirm their decision to purchase the solution being offered to them. Cold calls work well because, in the current scenario, calls are not being made just for the purpose of selling, the main agenda here is to understand what the prospect needs and guiding them towards their need better. 

2. Social media selling

‘’75% of B2B buyers and 84% of C-level or vice-president level executives use social media to make purchasing decisions.’’

This is one of the most popular forms of selling. Today everyone you know is on social media and the reason being the social world has taken everyone’s interest by storm. If you want to catch the interesting news about businesses or want to hear what a prospect believes about a brand, getting on social media is necessary. 

Even when it comes to businesses, selling via the social world is considered to be a brilliant sales prospecting strategy that will yield you sales numbers and lead capture much better. 

3. Cold emails

‘’Targeted cold emails result in a higher open rate than average.’’

Another form of sales prospecting is sending cold emails. The reason being even today sending cold emails are more professional and has the potential to make that one click. There are many email marketing softwares that are able to help you create personalized emails that will give you better CTA’s and positive reverts. 

4. Referrals

‘’Business to business companies with referrals have a 70% higher conversion rate, and they report a 69% faster close time on sales.’’

If you managed to satisfy one prospect and made them happy, chances are you can expect twice that number of reverts all because of word of mouth selling. Getting referrals is a great way of explaining or rather describing how well your brand has helped to cater to the needs of multiple prospects. 

5. Conferences/Events

This sales prospect method is continued even today. You have a product and have witnessed an upcoming conference where your product can be displayed, the wise thing to do here would be to go for it. The reason being there will many potential leads who are looking for a solution just like yours and if you are able to tap them and sell to them face to face not only does it add a personal engagement value it also helps you to hear them out and sell to them better. 

6. Direct mail

 ‘’Direct mail had an average response rate of 9% for house lists and 4.9% for prospect lists in 2018.’’

This might seem a traditional method but it holds great value. In a world where the businesses have now grown digital, everything is happening in a click of a button, conducting a sales tactic like this can only help you to stand out from the crowd as well as add a more human touch towards the process. 

7. Sales prospecting tools

There are multiple sales prospecting tools that can help you conduct your sales techniques much more easily and better. We will learn more about such tools further in the article. Continue reading to get a hold of them.

Now that you are aware of what sales prospecting is and what are the ways to conduct it, let’s move further by understanding the top tips which can help to boost your sales while conducting your prospecting tactics.


Tips to Boost Sales Prospecting

Sales Prospecting

1. Add a human touch to automation

Automation is a great solution for brands because they can easily automate many of their repetitive tasks and still focus on the other relevant tasks that need their attention. With automation, work gets processed faster.

 For instance, when you automate email campaigns, you are sending out emails to a set of your audience at the right time and are evaluating the results accordingly. This gives you time to view what campaigns work for you and what you should eliminate hence making your automation more productive.

Interesting Read : How to Achieve the Best Response Rate with Email Prospecting

Now what happens is since automation is taking place, brands tend to forget that when a prospect receives the common sales emails, they identify it immediately with the statements mentioned and instantly ignore it. Nobody likes to read a common sales email, would they?

It would be better if you could add your brand’s touch with it. Such as framing sentences that give a feel of comfort and connect when your prospects read it because when this happens, there are more chances of your emails receiving a good number of click-through rates as well as reply rates. 

2. Personalize your sales activities, especially emails

Cold emails are sent out to multiple prospects with the objective of them opening it and reverting it to a brand. But sometimes these tactics don’t prove to be much effective, the common reason being, emails are drafted for the purpose of selling. There is no personal touch to it which is why it becomes difficult for your prospects to even consider your solution for satisfying their needs.

The simple way to work this out is to personalize your email more. Add in your touch which states why you want to connect with them, how you can help them, what makes your solution better. The main concept of sales is to sell and the best way to do that is to bring your thoughts on that email recommending why your brand’s solution is a good investment to satisfy all their needs.

Invest in a good email marketing software that can help you to personalize your emails better and who can also create email templates that will outsell your email marketing strategies better from the crowd. Sales is all about making efforts in the most efficient way and sending personalized emails is one of them.

3. Use more videos in your sales activities

‘’54% of consumers want to see more video content from a brand or business they support.’’  Do you know why your prospects would prefer a video more on your emails or when you share on your social media handle?

The reason being videos are a great tactic when it comes to capturing multiple attention. The small texts, visuals, and colour all contribute to adding an easy and insightful way for prospects to learn more about what you want them to learn from your brand. 

Now imagine you using this advantage in all your emails?

When a prospect receives your email, you have just a shorter time frame to convince them that your brand is worth their attention. The best way to do this is to create a video that speaks about the whole agenda of the email so that by the end of the video, your prospects will be able to remember and take away a few of the pointers mentioned which would be a great advantage for your brand to target them again.

To create good videos, ensure that your conducting the following steps:

1 . Planning a good storyline

2 . Using the right colours which don’t affect the eyes

3. Choosing the right font which makes it easy to read the information

4. Adding relevant and attractive visuals

5. Conveying the agenda of their attention in a shorter time frame

4. Send more emails to your prospects

‘’When you send 3 to 7 emails to a single lead, your reply rate increases by 3x on average.’’ If you were thinking all this while that sending multiple emails to your prospects will annoy them, you might want to think again. 

Your prospects are busy, they have so much on their mind, so when they receive an email from you and if they haven’t opened it yet the chances are either they are too busy to open it or that they have pushed your email to read later. Since you wouldn’t have much knowledge about why your emails haven’t been open yet, should that stop you from connecting with them again?

No, it shouldn’t. 

Sending a good number of emails can help you garner the attention of that prospect to click on your email. When they notice your emails popping up consistently, they will be compelled to see what you have to tell them. 

5. Use Voice Search

‘’44% of consumers use voice search on a daily basis, and come 2020, it’s predicted that 50% of all searches will be voice searches.’’  Do you know what will help you stand out even better from your competitors?

The fact that a prospect has requested content and yours was the one they first see. Imagine this, say your prospects ask, ‘How do I boost my sales in 2020?’, on the voice search option, this article will pop up straight in front of them. In order for this to take place each time they request such content, your brand needs to refine the content accordingly.

Ensure that your content is relevant, uses the right long-tail keywords and has a good conversational tone in it. Let your content have questions and answers to the common ones asked by prospects so that it stands out when they enquire.

Now doesn’t this look like a great and easy way to conduct sales?

6. Get a podcast done

A podcast is another way of getting sales done. Imagine this, you are hearing a podcast and in that the speaker mentions that ‘you should try out this product as it helps in solving your xx issues’, this will actually trigger your actions to give that brand a glance.

Interesting Read : Sales Email Follow Up Strategy – 2019

Another great thing about conducting podcasts is that you can speak about the industry you are in and help your prospects find solutions with your podcast episodes. When a prospect finds its solution with your podcasts, they will be able to explore you more and move further by investing in your brand. 

7. Sell your products more than your sales pitch

Do you know why some of your prospects don’t continue with your team when you try to sell them your solution? 

The most common reason is that you are selling your brand more than your benefits. Your prospects are aware of the brands that are selling their solution, but do they know which brand’s solution is the right fit for them?

This is exactly why you need to shift your focus on why your solution is the best one from the crowd. You need to explain how your brand can help prospects fulfill their needs, list out why your solution is better than the competitors and much more. When your prospects realize how your solution can benefit them, their investment towards your brand would be more confident.

While you continue to boost your sales prospecting tips, working on its techniques can also help you to conduct the process of sales prospecting in an enhanced manner. 


Efficient Techniques for Sales Prospecting

Sales Prospecting

1. Sales Prospecting is continuous

‘’75% of online buyers want to receive between 2-4 phone calls before a company gives up; 12% would like a company to try as many times as it takes to get a hold of them.’’

Sales prospecting as mentioned earlier is all about converting your visitors into potential prospects and making them a confident customer for your brand. But this process cannot take place overnight. There are multiple brands just like yours who sell similar products like your brand, with so many in numbers, your prospects are not going to agree on your solution just because you contacted them.

They require the right kind of nurturing. This means that your engagement with them would be continuous because the more consistent your engagement with prospects are the better are your chances of convincing them to purchase your solution. If you are going to ignore or be less adamant in your sales prospecting techniques, closing deals become more tougher. 

2. Focus on Quality leads

You have launched a new solution in the market. You have received more than 100 visitors on your website. The question is are all those 100 visitors genuine buyers? Not everyone who visits your website is coming for the purpose of buying from you. Some would just like to view or someone would have clicked some link and saw your page. 

Interesting Read : How to Build a Prospect List for Sales

This is important for you to understand because it doesn’t matter if you have 10 leads with you, what really matters is whether those 10 leads will add value to your business. The way your business grows will depend on how well your customers stand with you and continue to trust your solution by purchasing them and also recommending them.

You need such types of leads in your business which is why your brand needs to focus on impactful leads and not on the quantity.

3. Conduct efficient cold calling

‘’55% of high growth companies – who experienced a minimum of 40% growth over the previous three-years – stated that cold calling is very much alive.’’ 

Cold calling is not dead and the stats above is proof. Cold calling is still impactful because when you hear someone who is able to relate to what you are going through and are suggesting a solution for your needs, wouldn’t you want to hear them further?

Cold calling is great because with every call you will have the ability to convince and build that trust with prospects to invest in what you are offering them. With every call, you will be able to create a comfortable and helpful conversation which will compel prospects on the call to give you the chances to assist them. ‘’92% of salespeople give up after no sales on the 4th call. 60% of customers say no four times before saying yes.’’ 

4. Invest in marketing automation

Automation is considered to be an easy solution when it comes to assisting your brand of the numerous activities that require your constant attention. Whether it is conducting regular campaigns or sending emails to prospects for nurturing, conducting it manually will only deprive your team of focusing less on other important factors for your business.

Interesting Read : Marketing Automation software: The 2020 Guide

Eliminate this from happening by investing in a brilliant solution such as marketing automation. With marketing automation, all you need to do is let the automation process take care of your repetitive tasks as mentioned above. The automation conducts your task with sheer accuracy and is quicker. 

5. Find more referrals

If your peers tell you that abc solution is better, wouldn’t you consider purchasing it or rather looking into that solution? This is exactly how referrals work, with word of mouth, it becomes easier to get more of your target audience towards your solution. This means that if you manage to satisfy your current prospects, there are chances where these same prospects can earn you more potential prospects. 

Also, engage more with your target audience from different brands so that when you want to include more in your list, all you need to do is share your referrals so that your future prospects can get an understanding of how well your brand is working to satisfy your kind of target audience.

6. Motivate and Appreciate sales professionals

Sales is not easy and it takes up alot of effort to even get one prospect to become your loyal customer. Hence when such actions take place it is always great to motivate and appreciate your sales teams. When you do this, you are just making their work much easier. They will be motivated to work harder and will be confident in making use of their skills.


Potential Tools for Sales Prospecting

Sales Prospecting

1. OutreachPlus

outreachplus

OutreachPlus is an email marketing software that ensures that your cold emails are conducted well. With efficient templates and personalized email creation, OutreachPlus is an exceptional tool that ensures your cold emails are received with a chance of getting it opened. It also ensures that you manage your prospect list better by providing detailed insights that help you to understand what your next sales action should be.

Ratings:

4/5

2. Clearbit

clearbit

Clearbit is an extension tool that ensures you are able to receive the email addresses of your potential prospects so that connecting with them is easier. All you need to do is get on your prospect’s profile and conduct Clearbit action on it. You will instantly get the email addresses to reach out to them. Even if you are unsure about your prospect details, any information you have, you can still get their email address.

Ratings:

4.4/5

3. Klenty

klenty

Another sales prospecting tool is Klenty. Its main focus is on email automation and of course sales prospecting. From conducting follow-ups of your email actions to tracking down your email activities, Klenty can be your go-to tool to help you conduct consistent and only efficient email actions. Klenty also helps to create personalized emails that can help boost your email actions to click open in one glance.

Ratings:

4.5/5

4. Prospect.io

prospect

Prospect.io is a dedicated sales solution that revolves around helping sales agents get the information they need to communicate with their prospects. It is an automation tool that helps to target your campaigns in the right direction, retrieve relevant prospect information such as emails, contacts and more. Prospect.io also offers integrations to well-knowns solutions hence enhancing your sales prospecting actions in a more refined manner.

Ratings:

3.8/5

5. Linkedin

linkedin

Linkedin is another professional platform where information about the prospects can be captured by you instantly. Today many multiple brands and their employees use Linkedin to grow and engage with the right kind of audience. As sales reps using Linkedin can help you understand the brand, your prospect details and what they are looking for according to their actions such as likes, comments, and shares.

Ratings:

4.2/5

The Bottom Line…

‘’Thinking about a prospect does not qualify as prospecting.’’

Which is exactly why understanding what prospect is, isn’t enough, working on it to grasp hold of such prospects who can add value to your business matters highly. 

Sales isn’t going to get easy, but with the techniques, tips, and tools mentioned above, conducting sales in 2020 sure gets more efficient.

Apply the practices mentioned above and function your sales prospecting tactics with the efficient tools stated because growing your business in 2020 will help the process to take place quicker and in a convenient and productive manner.

So, what do you think? Which tool will you apply first? Which tip or technique of sales prospecting caught your attention first? We would like to hear more from you. 

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