3.7 appointments per week.
On average, French sales reps obtain fewer than 4 customer appointments per week*.
Between...
- The difficulty of getting the right contacts 👥
- Fear of making cold calls 🥶
- Lack of time ⏱️
- No link between marketing and sales actions 🤝
Prospecting is a dreaded step, tiring over the long term and often leading to disappointing results.
At Kestiowe have built our own marketing and sales our own marketing and sales prospecting processdeployed both internally and with our customers.
The result? An average of between 0.5 and 1.5 appointments booked for every hour of prospecting!
In this article, we give you 4 keys to this process so you can get more appointments... with less effort!
*Source: Hello Work survey
KEY No. 1 - Hyper-segmentation
Sales is not an exact science that can be replicated ad infinitum!
You've probably reused a pitch that worked for one prospect in an exchange with a very different prospect, thinking you'd made a success of it... In the end, it was a failure!
Personalizing your approach is one of the keys to successful prospecting.
The more personalized your approach, the greater your chances of attracting interest.
To do this, go back to basics: your targets and personas!
During each of your prospecting sessions, you need to focus on a unique type of company and a unique persona, deploying a pitch adapted to their issues and problems.
By carrying out this targeting and persona work, you'll be focusing all your efforts on those prospects who are most likely to be interested in your offer, because they have problems you can solve.
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The tool Sparklane tool, for example, lets you use company news to adapt your pitch and justify your call.
Sparklane automatically generates contact files that meet certain criteria that you have configured:
- Change of direction
- Creation of a subsidiary
- New product launch
- New website deployed...
The benefits for you and your teams are twofold: you won't have to waste time building up a high-quality prospect file, and you'll improve the relevance of your pitch by addressing your prospect with topical issues. You ring the right doorbell at the right time!
If you'd like to find out more about how Sparklane works, take a look at our demo.
KEY No. 2 - Visibility
Cold calling involves contacting prospects who have not expressly asked to be contacted. This marketing and sales activity can be improved by working on visibility with marketing teams.
To increase the chances of success during call sessions, it's important to consider two key elements.
Setting up retargeting on social networks is an effective technique for increasing visibility with the target audience to be called. Using tools such as LinkedIn Campaign Manager, it's possible to target a specific prospecting list with targeted advertising on LinkedIn.
It's also important to personalize messages according to the target's personality, and to capitalize on current events or company activities.
There are also tools for setting up automated sequences to multiply contact points and save time.
By using these techniques and working in collaboration with marketing teams, companies can increase their performance in cold calling sessions.
KEY No. 3 - Sequencing activities
One of the most important steps in the sales prospecting process is the sequencing of activities. It is a key element in maximizing productivity in the sales prospecting process.
In fact, the more focused we are, the better our results. So it's important to focus on the calls and the pitch, without being distracted by other tasks.
It's therefore a good idea to plan prospecting-related activities in advance of call sessions, to optimize the time devoted to this exercise.
In short, sequencing activities is essential if you want to focus on the most important tasks!
And to help you prepare your pitch, we've prepared an interactive presentation of the essential elements, followed by a quiz to test your knowledge!
KEY No. 4: Expert advice
