Sales Playbook

How to Make the Most of Your Sales Prospecting Strategy

how to make the most of your sales prospecting strategy

Sales prospecting is precisely what you think it is — vetting businesses and professional individuals in pursuit of a lucrative prospect. Prospecting can become time-consuming if you aren’t thinking about where you look.

Long gone are the days of cold calls, drop-ins, daily meetings, and lunch breaks spent networking.

Thanks to recent technology and industrial lead generation tools, you can put your business in front of a lead anywhere online. Here’s how it works:

Start Somewhere: Try LinkedIn

Home to more than 450 million users, LinkedIn is one of the best ways to connect B2B buyers and sellers.

Before you dive into exchanges and filter through high-profile prospects, you should first become familiar with how your buyer behaves.

According to a recent IDC social buying study, 75% of B2B buyers will use social media to direct their purchasing decisions.

Of that population, 50% will browse LinkedIn, and 76% will prefer to work with recommendations within their professional network.

As part of an ever-growing digital landscape, LinkedIn provides easy access to information, which increases a buyer’s ability to exert control over the sales process.

While sales representatives no longer have to pick up the phone and go through the Yellow Pages to provide information, advice, and pricing, sales prospecting is just as challenging as it once was.

Now, consumers don’t have to limit themselves to communicating with sales agents to find the information they need—that’s what the Internet is for.

Today, ⅔ of the buying process occurs online via published content, with 90% of C-level executives claiming they avoid cold calls or emails altogether.

How to Prospect Your Sales Effectively

Successfully reaching out to a B2B prospect is one thing—maintaining their attention and business is another. To become a successful prospector, give the following techniques a try.

1. Build a Memorable and Professional Brand

If your business and professional persona already have a LinkedIn profile, it’s time to get active on industry forums.

Offer advice whenever you receive an inquiry and respond to online comments — it’s the best way to let your prospects know you’re willing to put the time and effort into answering their questions.

Publish regular content that users love to read and share. Think about what solutions they’re after and how your professional brand fits in.

2. Ask Insightful Questions

Just because you’re an authority figure doesn’t mean you can’t ask any questions.

Join LinkedIn groups to make sure you’re up to date with any relevant discussions and ask meaningful questions that start a conversation.

Ask your connections what they care about most.

3. Build on Your Relationships

Find a way to introduce yourself to prospects through mutual connections.

If they show interest in your business, you haven’t won them over just yet.

Why limit yourself to a single transaction when you can nurture the relationship?

Check-in now and then to see if an existing prospect is interested in a new project or solution.

4. Keep Track of Everything

As the digital industry grows, so do consumers’ expectations.

If you want to capture the attention of demanding buyers, you’ll want to know who they are in the first place.

Prioritize who will benefit from your services most and dedicate yourself to fostering a healthy working relationship.

Conclusion

Never underestimate the process of sales prospecting.

Always know who you’re looking for and what they need.

For SaaS lead generation that will help your B2B company scale, book your free 15-minute discovery call with GrowthBoost.

Try GrowthBoost.

Set up cross channel outreach campaigns across LinkedIn & Cold Email.

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