The sequence that will improve the performance of your commercial prospecting. We then follow a 3-step process: Connect (the previous step). The Explorer. Advise (the next step). The first contact (Connect) allows you to take the Brazil Email List appointment. The mistake not to make here is to plan a sales presentation directly. Why? Because 1, you do not have enough elements to personalize it. Your prospect does not have all the keys to understand it well (understand the price). This is the most common reason why companies are not satisfied with the results of business development. During this meeting, you must explore the context of your prospect in depth. Understand its issues, its expectations, identify its objectives and time frames. With all this, the next step will be much easier. Make a business proposal.
Here, I will go quickly since we have already published here a guide for a successful business proposition . Not to be done here: Send a standardized proposal, the same for everyone! Speak only of yourself! By learning about your business proposition, your prospect must understand that your solution is the perfect solution to solve their problem and achieve their goals. So start by recalling these elements and then stage your proposal so that the link with your offer is obvious. Manage your recovery rate. Who says commercial prospecting says relaunch. Lots of raises. Because yes, whoever will tell you that commercial prospecting is a long, quiet river, without interruption, is a liar. Especially in the context in which we are. The current economic and social context encourages prospects to postpone their purchasing decisions.
How can you convince your management
Because yes, investing today requires a good dose of courage. Every pretext is good for procrastinating. The key to successful prospecting is to plan your recovery rate upstream: How many reminders to expect? What messages to send in the context of a relaunch? What levers to use to relaunch a prospect? A piece of advice here, for your well-being: if your prospect is playing dead, don’t take it personally. Make a post mortem of the deal. When you sign a new client, you want to celebrate and conquer the world. When you lose a deal, your morale is low and you go straight back to the front. Take time. Take the time to celebrate wins and learn from defeats. In both cases, do a post mortem for each business prospecting appointment.
By reviewing all the events that punctuated the deal, you will identify actions that work and others that need to be improved. You will also identify sticking points that will be essential to resolve to achieve your goals. Traditionally, commercial prospecting is done in the hard: salespeople canvass potential customers and try to get an appointment to present their offers. Unfortunately, these techniques are reaching their limits. The buyer is no longer receptive. Why would prospects agree to be interrupted in their tasks by a salesperson they haven’t asked when: They know where to find the information they need. They can access it when they want to. If in addition, the commercial discourse turns to self-promotion, they have no reason to follow up. Your customers don’t want to be sold what they need.
What does it look like in practice
They want to buy it. This point is crucial for your commercial prospecting. Prospecting a contact that has not expressed the will is counterproductive. So yes, on the mass, you will sign a few clients. But how many will you have frustrated? Salespeople are worn out. Salespeople who only use hard prospecting techniques find it increasingly difficult to achieve their goals. They are therefore increasing their efforts tenfold. The thing is, energy is not an unlimited resource. Just like motivation. So, they are less impactful in their approach. They get bored, they tire, and come close to burn-out. At best, they resign. At worst, it remains but is no longer profitable. Cold prospecting vs inbound prospecting. So what is the solution? The solution is to adapt your sales prospecting strategy. Prospect differently rather than prospecting more.
To meet this challenge, you must gradually move from cold prospecting to Inbound prospecting. Concretely, your strategy must allow you to attract qualified prospects to you, active in their purchase thinking, and have shown an interest in what you offer. Salespeople will then be able to mobilize all their energy to convert them into customers. Do you want to experiment with Inbound sales prospecting? Let’s talk about it! Prospecting is no longer just for salespeople. Commercial prospecting has become more complex, it is a fact. Letting sales reps go through all of this is a strategically dangerous decision. Prospecting is no longer just the business of the sales department. Marketing, General Management, or even IT (IT) have a preponderant role to play. The role of Marketing. As we have mentioned throughout this guide, new sales prospecting techniques aim to grab the attention of prospects and encourage their thinking online.