Please enable JavaScript.

Coggle requires JavaScript to display documents.

VIDEO 15: The Ultimate Guide to Sales Prospecting: Tips, Techniques, &…

- - - - based solely on demographics
      - product or service will naturally provide higher value to a particular profile within that target market
      - Prioritize customers based on the size of the opportunity or their potential lifetime value.
    - - Influencers may not have the power to buy, but they’re often the ones that will be using the product and thus can become our biggest internal advocates.
      - Decision-makers are, of course, the ones that either approve or reject the buy.
      - Keep a list of both influencers and decision-makers
    - - Time constraints and budget
        limitations are often the biggest objections
      - Research to see if there are signs they do not have time and or money to do anything now
    - - prioritize markets you feel more comfortable in
    - - N/A for me for now
    - - visited our website, subscribed to our blog, or posted content about something related to our offering, they probably know a lot about our company or service
      - Group prospects by their level of awareness so we can take advantage of this familiarity later in the sales process.
  - - - mutual connections
      - trigger event
      - Have they recently visited our website? If so, which search terms drove them to our site? Which pages did they look at?
      - https://digg.com/channel/technology
        lists trends in technology sector
      - follow companies on social media
  - - - Establish Rapport
        get personal - ask about weekend, the game tonight, etc.
      - Leverage pain points:
        know all of their primary business challenges and the underlying causes associated with them
        Once we have an understanding of these key issues, we can better position our product or services to solve them
      - Create curiosity:
        Ask questions about their business.
        Ask more than tell.
        This conversation is about them and understanding their needs and problems.
        The less we talk about our business and product, the more our prospect will be interested to hear the final pitch.
      - Wrap it up:
        Find a calendar time between 24-48 hours after discovery call to book a follow-up meeting.
        Try this line: “Would you have 30 minutes to follow up this week? My colleague, John, will join us — he’s an expert in X, Y, Z. My calendar’s open, what works best for you?”
  - - - visual
      - lets prospect look at material on their own time
      - can research you and your product
      - can be easily forwarded to appropriate person
    - - cluttered space makes it hard to stand out
      - easily deleted or forgotten
      - have to follow up multiple times to get response
  - - - less common than email
      - more intimate connection and chance to develop rapport
      - more timely and can accelerate time takes to close deal
    - - prospects may feel over whelmed and hesitant on committing to next step
      - may go to voicemail and get lost there