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Why continue to prospect remotely? 

• Competitors will call your customers
• Sales teams are responsible for sales, so it's essential that their activity is not interrupted.
• Attrition rates won't fall
• Sales cycles have an incompressible duration

Prospecting is a challenge, and remote prospecting is an even greater one.

Why? 

• Telecommuting has become the rule, and offices can be closed.
• Appointments are cancelled more often
• Proposals are postponed when the economic situation is tense

However, there are 4 levers you can use to continue prospecting remotely: 

1. Building your mind
2. Care for your active pipe
3. Contacting prospects
4. Activate social selling

Building your mindset for remote prospecting

To achieve this, it is necessary to work on several elements: 

• The desire to succeed
• Confidence, knowing you can succeed
• Optimism: even if the obstacles are sometimes numerous, they are part of the game.
• Patience: success can sometimes take several years
• Motivation: hard work pays off in the end
• The focus, modifying the micro and concrete reality at its own level

Care for your active pipe

The active pipe corresponds to prospects between the overdraft level and the time of the proposal.

It's essential to look after these prospects with great care, because they're the company's next sources of revenue, and the ones closest to signing.

To do this, you need to pay attention to 3 things: 

• Have the right tools: choose your tools (telephone, Zoom, Skype, WhatsApp) and learn how to use them.
• Prepare for the interview: re-evaluate the strategic objective of the account (re-evaluate the bread) and the tactical objective for the interview (prepare possible objections and build alternative fallback scenarios).
• Conduct the interview: be empathetic, revalidate and explore the issues at stake, use negotiation techniques to change the interlocutor's point of view and converge towards a shared common objective.

Contacting prospects

To prospect remotely and contact prospects, it is essential to follow a fairly precise process: 

• Define target functions
• Build and enrich your file and integrate it into your CRM
• Define your contact channels and pitch
• Allocate time to your sales teams
• Training sales teams

Activate social selling

Social selling is very important when a company wants to prospect remotely, because it's the ideal way to communicate.

But you have to be careful to do it right, by publishing value-added content, posting regularly and working hard on your online reputation.