Webinar

Why continue to prospect from a distance? 

• Competitors will call your customers
• The sales teams are responsible for the turnover, so it is essential that their activity is not interrupted
• Attrition rates will not fall
• Sales cycles have an incompressible duration

Prospecting is a challenge, prospecting from a distance is an even greater one

Why? 

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

Nevertheless, there are 4 levers to take action and continue prospecting from a distance: 

1. Building your mind
2. Taking care of your active pipe
3. Contacting prospects
4. Activate social selling

Building your mindset for remote prospecting

This requires work on several elements: 

• The desire, you have to decide to succeed
• Confidence, knowing that 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 always pays off
• The focus, changing the micro and the concrete reality at its level

Taking care of your active pipe

The active pipe is the number of prospects between the overdraft level and the time of the proposal.

It is essential to look after these prospects with great care, as they are the company's next source of revenue and are the ones closest to signing.

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

• Have the right tools: choose your tools (phone, Zoom, Skype, WhatsApp) and learn how to use them
• Prepare for the interview: reassess the strategic objective of the account (reassess the bread) and the tactical objective for the interview (prepare possible objections and build alternative fallback scenarios)
• Conducting the interview: being empathetic, revalidating and exploring the issues, using negotiation techniques to change the interlocutor's point of view and converge towards a common shared 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
• Train its sales teams

Activate social selling

Social selling is very important when a company wants to prospect from a distance, it is the ideal way to communicate.

However, care must be taken to do this properly by publishing value-added content, publishing regularly and working hard on your online reputation.