45 %.
Less than one in two sales representatives prospected every week in 2022*.
However, commercial prospecting remains one of the essential ways for companies to develop and maintain their competitive advantage.
The new year is a particularly opportune time for commercial prospecting. Companies have a clearer vision of their objectives and needs for the coming year and are more actively seeking new suppliers or collaborators to achieve their ambitions!
However, to succeed in your prospecting, certain steps must be respected!
That's why we're giving you our 6 keys to follow for effective prospecting today.
*New Deal The Lead Shop Study 2022
💪 STEP #1 – Define your objectives
Prospecting requires preparation.
If poorly framed, this exercise can be counterproductive for your company!
It is therefore necessary for you and your team to have clear objectives in mind before picking up the phone:
These different indicators will allow you to define a clear direction for your team's efforts! You will be able to assess the effectiveness of your prospecting and the areas where your employees can improve.
To help you define your own objectives, we invite you to discover our webinar dedicated to this topic.
🎯 STEP N°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 allows you to focus your efforts on the prospects most likely to be interested in your products or services. You thus increase the effectiveness of your prospecting and reduce your costs by avoiding contacting people less receptive to your message.
Good targeting also helps to personalize your interactions, by using the most relevant messages for your target and by offering the offers best suited to their needs.
But what criteria should you choose to carry out your targeting?
Discover our targeting criteria grid, combining information related to your contact but also to their company to best define your target!
☎️ STEP N°3 - Increase the efficiency of your calls
The key to a good telephone prospecting strategy is good organization!
During your phone call sessions, it is essential to dedicate yourself entirely to this single task. Why? To maintain momentum and optimize your efforts.
Are you familiar with Ringover?
Ringover, as its name suggests, is a communication solution that simplifies the classic telephone system to save time, by bringing together all its functionalities on a platform that allows you to:
- Make calls using only a Wifi connection 🌐
- Chain calls intelligently, without needing to type the numbers 📞
- Personalize your interactions with your contacts 🤝
- Manage your activity with advanced statistics on your call sessions 📈
- Train your teams through double listening and call recording 🧑🎓
In short, this is a tool that eliminates all manual tasks without any real added value to gain efficiency!
💥 STEP #4 – Perfect your opening
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In summary, a hook consists of:
🧠 STEP #5 – Utilize cognitive biases
Cognitive biases are a distortion in the cognitive processing of information, a systematic deviation from logical and rational thinking in relation to reality. In short, working on cognitive biases means working on the ability to get a person to react differently.
Addressing cognitive biases can enhance the sales approach, particularly during the opening of a conversation or to address objections and manage potential resistance. When properly understood, they can significantly impact decision-making.
Examples of cognitive biases:
- Proximity
- Accountability
- Anchoring
Do you want to discover the cognitive biases useful in prospecting?
💡 STEP N°6: Expert advice
