How to Do Sales Prospecting the Right Way
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Prospects, or potential customers, are the fuel for the sales pipeline. Every prospect represents a possible sale, making it important to grow your base of prospects.
Prospecting is used to expand the size of the potential customer base. Sales reps will reach out to leads and nurture them into opportunities, using techniques such as making calls, direct mail, networking events, and connecting on social platforms.
We need to study prospects and be relevant when we reach out to them.
Steps to find an authentic common ground that gives traction to the relationship:
It's not about closing the deal but about closing every step of the deal.
Questions to help you qualify a prospect:
Is this the right person?
Is this the right company?
Is this the right project?
You won't get far with prospects by repeating the same general information on your company's website.
To go deep with them, you'll need to learn their accent and become knowledgeable about their lives at work. Learn about specific industry trends, their companies and their lives.
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