Sales Prospecting Tips

image credit:  flickr - 76029035@N02_sm

image credit: flickr user – 76029035@N02_sm

Generating leads is one of the main challenges for most sales professionals. You may also find it difficult to get quality leads to meet your sales objectives. The good news is that there are certain tips that you can use to generate these leads.

Schedule Prospecting

The first thing you should do is to set aside a particular time for getting prospects every day. This time should be clearly marked on your calendar. You have to spend a considerable amount of time prospecting. It is not always easy and fun to prospect, making it necessary to book a specific period. This will remind you that prospecting should be a regular activity.

Identify Target Market

Once you have set aside time for prospecting, the next step is to identify and focus on a particular target market. There are different types of industries, people, and companies that you can approach. But you will only get quality leads if you narrow down your focus. Determine the ideal customer and come up with profiles. Use your customer database to identify a target market. The market that you select has to be profitable. Once you have a profile, you can identify specific businesses and individuals that match your criteria. This will allow you to focus on prospects that are more likely to offer you business.

Work Call Lists

You have to work your call lists to get prospects. Determine the most important leads and call them. This gives you an opportunity to determine if they have made a decision about the product or service. When you call the people on your list, address any concerns that they may have. Some of them may require additional information before they can make a decision. If you are hosting an event to promote your services or products, invite the individuals and companies. Call them regularly. You are more likely to make a sale if you keep in touch because they are aware of your existence. Work your lists consistently to allow you turn the warm leads into hot ones.

Get Referrals

Ask your satisfied customers for referrals. Happy customers can help you make more sales when they inform their networks about your services and products. It is advisable to ask for referrals when you have just made a sale. This works to your advantage because the customer is more likely to give references when they have just gone through a satisfactory purchase experience. The customer will be excited and enthusiastic after the sale, making it easy for you to get a referral.

It is also advisable to stay in touch with existing customers. This allows you to determine their experience with the product or service. A good way to do this is by sending them birthday greetings. You can also share valuable information and invite them to events they are likely to be interested in.

 Take Advantage of Social Media

Sales professionals are now recognizing the value of social media when it comes to prospecting. You need to have a presence on social media if you want to get leads. Social media networks allow you to access billions of people. It would be difficult to reach this large number of people with other forms of media. Create profiles on various social media networks that you can use to get new customers. If you are targeting companies LinkedIn is a great choice. But if you are targeting individuals, Facebook is a better option. You have to identify where your potential clients are likely to be. It is important to remember that being present on social media networks is a great way to complement your other prospecting strategies but it should not replace them.

 Send Appropriate Content

The content that you send to your prospects has to be stimulating, appealing, and valuable. Lead generation fails when you do not do this. You have to offer value to your potential customers. The content should show them that you understand their concerns. It has to include motivation and ideas that will encourage them to make a purchase.

Follow Up

It is not always possible to make a sale during your initial contact with a customer. You have to keep following up to get the sale. This means making calls, sending emails, and setting up meetings with them.

Additional Information: