Close more deals with a winning prospecting strategy

Why you should have a reliable prospecting strategy

If you’re interested in attracting new customers and clients, you need to have a strong prospecting strategy.This will make it easier to find new leads that can help you grow your company.

What does prospecting mean?

Prospecting is the process of identifying new customers and clients for your company. There are plenty of sales prospecting tools that can help you. In order to grow you need to focus on identifying new leads. If you operate in the B2B area, you need to qualify, vet, and explore all opportunities. To close deals in a timely manner, you need to identify the right people. 

This means you have to:

• Use plenty of data
• Take advantage of analytics 
• Put the right systems in place

Doing so enables your team to identify people who are ready, willing, and able to purchase products and services from your company. You have a lot on your plate already and you may not be able to do this on your own. That is why you need to invest in the right tools that can help you automate a lot of the tasks that you used to do by hand. 

Prospecting strategy template

It’s important to use the right prospecting tactics. Here’s a simple prospecting strategy template to utilize.

1. Use a CRM to store data

Take advantage of a CRM system that you can use to store data. This will give your team all the information they need to close deals. You can also evaluate this data to figure out what is working, what is not, and what you need to do to improve in the future.

2. Determine your target audience

You must clearly define your audience. You need to figure out who your ideal customer is. If you know who your ideal customer is, your sales teams can reach out to the correct people. 

3. Start prospecting

Now, you can move into prospecting. You know who you are looking for, so you can find the perfect people to sell to. This can make a significant difference in your overall business strategy. Make sure you have strong prospecting strategies that work well for you.

What's the most important strategic prospecting skill?

Your team should be able to notice a potential customer's pain and point and show how your product or service can help. This should be an important part of your prospecting strategy. If you can quickly hit the pain points of your prospects, you will quickly grab their attention. This is important for generating a strong connection with your potential clients. 

Matching my sales reps with the right tools

You may be asking, “How will your sales teams find the right people to prospect?” 

Fortunately, there are software and tools that you can use. For example, UserGems can help you determine cold leads vs warm leads. If you put this tool to work for you, your sales teams will understand exactly who they should be talking to. That way, they can close deals as quickly as possible.

Sales prospecting techniques to try

There are many sales prospecting techniques. Here are a few examples that can help you can get the most out of your outbound sales process. 

For example:

• Using LinkedIn to search for businesses that may benefit from your product and services
• Attending marketing conferences and live events
• Hosting a webinar on a mutually beneficial topic
• Ask previous customers for referrals 

The goal is to teach potential customers about how your products and services may be able to help them solve their problems. With a winning prospecting strategy and a tool to help streamline your sales process, you’ll be able to grow your business.