Now more than ever, sales prospecting is a continuous process to earn your clients' trust while you keep your leads warm. The year 2021 presents many challenges because of widespread market uncertainty and the ongoing pandemic. B2B Sales prospecting needs to keep up with changing times to stay effective in the current marketplace.
Here are 5 sales prospecting techniques to improve your prospecting. With them, you'll be able to polish off your sales strategies and improve your prospecting performance for this year, going forward.
They are influenced by advancements in sales technology and recent changes in consumer behavior. Implementing these ideas and strategies will help you improve your overall sales pipeline and customer experience.
To stay on top of the sales prospecting game in 2021, try out these 5 these sales prospecting techniques -
1. Personalize Your Approach
B2B Sales aren't just a straightforward process - it is unique for each client you speak to. Every customer has different needs and requirements. Getting to know your customers, being a source of positivity will present to your client the impression that you genuinely care about their needs, and not just closing sales.
While prospecting, take the time to listen to what your customers are saying. Instead of reading off a prewritten script, providing them with personalized interactions can go a long way in making them feel heard.
2. Exhibit Expertise
Around 40% of salespeople feel that prospecting is the most difficult part of the sales process. This leaves a dearth of people who are skilled at it. Taking the steps to become an expert in your space will provide potential sales prospects more confidence to buy from you. While prospecting sales in 2021, try to approach your customers from a standpoint of calm, collected knowledgeable resource that understands their problems.
Produce your solutions comprehensively by clearing potential doubts even before your customer even brings them up. This immediately sends them the signal that you know what you are speaking about and have been in this situation before.
This means that your prospect feels that they aren't your first customer, and this isn't your first day on the job. Understanding your customer's needs is essential to gaining their trust, which is a prerequisite for a sale.
While prospecting in 2021, remember to exhibit expertise and present yourself as a knowledgeable source of information to your clients.
3. Take Advantage Of Social Media
Around 90% of consumers research companies online before they buy. In 2021, you must establish a strong social media presence. Ever since smartphones and social media went viral last decade, nearly every one of your sales prospects will likely exist on some social media platform.
Between LinkedIn, Facebook, and Instagram, there are plenty of opportunities to reach out and build trust with customers while prospecting. This year more than ever before, customers are looking to make purchases online through contactless channels. The last thing you want is to be left out in the social media revolution that we're currently in. To stay connected in 2021, integrate social media into your prospecting pipeline.
4. Be Appropriately Persistent
On average, it takes almost 18 calls to reach a prospect . Remember to follow up when promised, and stay connected with your customers. An assertive approach to your customers will give them the impression that you believe in your product and the value that it can bring. During prospecting, your customers need to feel like you have the solutions that they need for their business.
Persistence is a balancing act. Too much, and you risk driving your customer away. Too little and you risk lower customer retention. In this age of smartphones and technology, your clients might drift away if you don't persist enough.
Sending a courtesy email, message, or voice mail to remind your customers about follow-ups or to receive feedback is a great way to grow your prospecting skills. Constant improvement in your skills will help you connect with clients and make prospecting a better experience.
5. Automate Your Marketing
The number of tools used by sales professionals has increased by 300% increased by 300%. It is clear that in 2021, the name of the game is automation. Finding the right tools to help you automatically reach out to potential prospects and do your bidding for you can help rocket your overall productivity.
Using a Customer Relationship Management (CRM) tool is a great sales prospecting technique. It helps you effectively store data and log previous interactions to help you prospect more efficiently in 2021. Since it's hard to be around all the time, social media is an excellent area to introduce chatbots that can contact leads and receive messages on your behalf.
To make it through 2021 and the coming decade, sales professionals are stepping up their game to stay relevant. Taking advantage of automation is one of the best things you can do to improve your overall efficiency. You'll be able to prospect and close more B2B Sales with the help of automated Customer Relationship Management (CRM) tools.
Using every possible channel to improve your overall brand expertise is a wise move for this year. With more customers choosing to buy online, you should definitely begin establishing a strong social media presence to display expertise and customer trust.
Looking for a dataset?
Get a customized dataset for your next campaign from Ready and save yourself from expensive annual subscriptions :)
"After piloting various data vendors, it was easy to see that ReadyContacts is a cut above."