45 %.
In 2022*, less than one in two salespeople was prospecting on a weekly basis.
Yet sales prospecting remains one of the essential ways for companies to develop and maintain their competitive edge.
The New Year is a particularly opportune time for sales prospecting. Companies have a clearer vision of their objectives and needs for the coming year, and are more on the lookout for new suppliers or collaborators to achieve their ambitions!
But to succeed in prospecting, certain steps must be followed!
That's why today we're giving you our 6 keys to effective prospecting.
*New Deal The Lead Shop 2022 study
💪 STEP 1 - Define your objectives
Prospecting requires preparation.
If it's not done properly, it can be counterproductive for your company!
This means that you and your team need to have clear objectives in mind before you pick up the phone:
These different indicators will enable you to define a clear direction for your team's efforts! You'll be able to judge the effectiveness of your prospecting and your staff's room for improvement.
To help you define your own objectives, we invite you to discover our webinar dedicated to this subject.
🎯 STEP 2 - Target your prospects
While it may be tempting to contact as many people as possible, choosing a specific target is one of the keys to successful prospecting!
Targeting enables you to concentrate your efforts on those prospects most likely to be interested in your products or services. This increases the effectiveness of your prospecting and reduces your costs by avoiding contacting people who are less receptive to your message.
Good targeting also helps you to personalize your exchanges, using the messages most relevant to your target and proposing offers best suited to their needs.
But what criteria should you choose for your targeting?
Discover our grid of targeting criteria, combining information about your contact and his or her company to help you define your target!
☎️ STEP 3 - Increase the efficiency of your calls
The key to a successful telephone prospecting strategy is good organization!
During your telephone call sessions, it's vital that you devote yourself entirely to this single task. What's the point? So you don't lose your rhythm and optimize your efforts.
Do you know Ringover?
RingoverRingover, as its name suggests, is a communications solution that simplifies the traditional telephony system to save time, by bringing together all its features on a platform that allows you to :
- Make calls only with a Wifi connection 🌐
- Chain calls intelligently, without needing to type in numbers 📞
- Personalize your exchanges with your contacts 🤝
- Manage your business with advanced call session statistics 📈
- Train your teams with double listening and call recording 🧑🎓
In short, it's a tool that eliminates all manual tasks with no real added value, for greater efficiency!
💥 STEP 4 - Work on your hook
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In short, a tagline is composed of :
🧠 STEP 5 - Use cognitive biases
Cognitive bias is a distortion in the cognitive processing of information, a systematic deviation of logical and rational thinking from reality. In short, working on cognitive biases means working on the ability to get a person to react differently.
The treatment of cognitive biases can be used to complement the sales approach, at the start of the interview, or to deal with objections and manage potential resistance. Properly mastered, they can have a real impact on decision-making.
Some examples of cognitive bias:
- Proximity
- Accountability
- Anchoring
Would you like to discover the cognitive biases that are useful in prospecting?
💡 STEP 6: The expert's advice
