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How to approach a new sales prospect

How to approach a new sales prospect

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:

  • Lean on customer relationship management (CRM). CRM technology helps to keep all your interactions with your prospects at your fingertips - the email you sent, notes from all your meetings, the pitch deck.
  • Research your way into their world. If it's a publicly-traded company, read their investor reports.
  • Find the channel that sticks. If the prospect doesn't answer the phone, try to connect on LinkedIn. Be as relevant as you can.

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Questions to help you qualify a prospect:

The sales process moves from cold leads → to warm opportunities → to hot deals. Prospecting is what happens in-between.

  1. Follow the prospect before you connect with them.
  2. Find them in groups. Join and engage in groups where your prospect is active.
  3. Hype them up. Follow the prospect's activity and help to up engagement.

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.

You won't get far with prospects by repeating the same general information on your company's website.

It's not about closing the deal but about closing every step of the deal.

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