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Sales Prospecting

Get your Prospecting Back on Track

Don’t let fear or complacency get in the way of prospecting for new customers.

Barry Farber

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Complacency, lack of qualified prospects and fear of rejection are just a few of the reasons sales people are reluctant to make new sales calls.

One of the main reasons call reluctance sets in is because we might have experienced months, or even years, of success without making new calls — and now our prospecting skills have diminished.
I see this all the time.

Maybe your industry has gone through tough times or more aggressive competitors started taking away your account base. Whatever the reason, a dry pipeline sounds a clear wake-up call – it’s time to prospect for new business.

Here are five ways to overcome call reluctance and make sure it doesn’t sneak up on you again.

1. Go visit a satisfied account

Your passion and positive attitude about your profession are critical when making new sales calls. When you listen to how your customers benefit from your products and services, it puts you in a positive frame of mind and allows you to collect ammunition to use against objections.

So when that new prospect says, “It’s not in our budget,” you can respond: “I can appreciate that. I was with one of my customers today who said the same thing at first, and when they found out how much money we saved them in productivity, it made up for the initial investment. I’d like to see if we could do the same for you.”

2. Prepare your pitch and benefits statement

I’ve always said that if someone asks you, “Can you give me three good reasons why I should do business with you?” those answers should be right on the tip of your tongue. So what are the three biggest reasons someone should do business with you?

What’s in it for them and what added value can you bring to the table that the competition can’t? This exercise will help you create an elevator pitch that you can use when someone wants to know what you do.

3. Always ask for referrals

Sure, there are good times to ask for referrals, like when a customer tells you how much she loves your product. But we should always be asking for referrals, even if the person we’re talking to doesn’t need our services. Why? Because you never know who they know.

If you’ve built any type of rapport, the customer usually volunteers that information. If not, ask: “If you were in my shoes, what three people would you call on who could benefit from our products and services?” Nothing warms a cold call faster than being recommended by a person the prospect knows and respects.

4. Feed your brain

You bring about what you think about. Whether it’s from reading or the people and environment around you, there is nothing more powerful than learning when it comes to motivating your spirit and maintaining enthusiasm for life. Some people think they know it all and don’t need to learn anything new, and that’s when they get into trouble.

It’s what you learn after you know it all that really counts in life. New knowledge keeps you fresh and focused and can provide new tools and new ideas to sell and live better.

5. Manage your fear

Fear is what drives people. Make fear your ally. Allow it to motivate, challenge and push you – don’t let it stop you dead in your tracks. Remember that when it comes to prospecting, it is in doing what we fear most that we grow.

Barry Farber is a top speaker and bestselling author of 11 books on sales, management and personal achievement.

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Sales Prospecting

3 Strategies For Closing Sales Without Picking Up The Phone

Cold calls generate follow-up conversations only 10 percent of the time, and lead to in-person meetings less than 2 percent of the time. Use these three strategies to skip the cold calling and get straight to decision-makers today.

Ryan Robinson

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Anyone who’s been on the receiving end of a sales cold call, which is virtually everyone with a phone number, can attest to how annoying these unsolicited sales attempts often are. Even if you stay on the line long enough to hear what the caller is selling, your first question probably isn’t, “Can you please tell me more?”

It’s more like, “How did you get my number?” Or maybe, “Can you please remove me from your calling list?”

Yet cold calling has been a widely used sales tactic for decades, and is often considered a rite of passage for veteran salespeople. But it’s high time for that to change. There are simply more efficient and effective ways to sell products in the digital age.

Time not well spent

Cold calls generate follow-up conversations only 10 percent of the time, according to a Harvard Business Review study. The other 90 percent of the time, they’re most likely alienating potential leads, even the ones who may actually benefit from the product or service being sold.

Related: Have We Lost Our Face-To-Face Sales Ability?

Moreover, not even 2 percent of sales calls lead to an in-person meeting, according to HubSpot research. That means you have to spend a lot of time on the phone before you get the chance to make an in-person pitch.

All of that time spent researching prospects, refining sales scripts and training your sales team to pitch your product on the phone, drives up your cost of customer acquisition immensely. Not surprisingly, HubSpot also reports that cold calls cost roughly 60 percent more per lead than acquisition methods like email marketing and social selling.

Cold calling is an aggressive approach, and today’s consumers don’t want to be pressured into making a purchase, they want to buy into your product and your company on their own terms. The internet has changed how consumers make buying decisions, and buyers now want to be in charge of the purchasing process.

Instead of interrupting customers with annoying sales calls, rely on the following three guidelines to build a better sales strategy:

1Start With Inbound Marketing

The guiding principle behind any successful inbound marketing program is to provide value first and sell second.

If customers understand the value that your company is offering, they’ll be far more likely to do business with you.

HubSpot helped pioneer this approach, and now companies like Sapper Consulting are taking it to the next level where they combine precise targeting and unique, creative email content with the insights — generated by big data to help companies get B2B leads and secure high-quality meetings with decision makers.

A successful inbound marketing campaign is based on a specifically defined audience or a set of customer personas. Companies like HubSpot and Sapper help people target content directly to your personas and establish a voice that resonates with them. According to a study by marketing company Captora, 61 percent of consumers are more likely to make a purchase from companies that use custom content to reach them. Clearly, knowing your audience is key.

Related: Click-2-Call: Securing Sales By Retaining The Customer’s Attention

2Don’t be afraid of public speaking

TED Talks

The popularity of TED Talks and similar forums is evidence of the fact that people want to hear what experts have to say, either in person or over video. But even if you don’t consider yourself an expert yet, public speaking can help you achieve that status.

By speaking at industry-relevant meetings and events, you can start developing brand recognition and a unique perspective on topics related to your business. Plus, you can repurpose speeches as content to use in your future inbound marketing efforts.

A well-delivered speech can be one of the most effective ways to generate sales because you’ll often have prospects in the room when you’re speaking. Grab their attention during your speech, and you’ll likely be handing out business cards afterward.

3Keep an eye on ROI

Content marketing is only effective if you actually use your content. In 2013, SiriusDecisions reported that somewhere between 60 and 70 percent of B2B content goes completely unused. That’s a problem. It shows that many companies are essentially throwing away time and money and calling it content marketing.

Instead of wasting precious resources on your content marketing efforts, clearly define the business objective you hope to achieve with each piece of content you create — beyond page views and click-through rates.

Work to understand the ROI you’re getting out of each piece of content. Quantify your customers’ pain points and create a sales strategy around the solution to those pain points.

Related: 5 Tips To Generate Sales Leads Through Social Media

Thought leadership and content campaigns will also help you engage with consumers and get a better sense of how your content is contributing to sales. Then, repurpose high-performing content and update content that becomes dated to continue attracting new leads.

Likewise, you should keep content that demonstrates your company’s capabilities and other valuable knowledge gated so that you’re not giving away intellectual property — such as industry analysis, buying guides and RFP templates — for free.

Cold calling is a time-honored practice, and it’s likely not going away anytime soon.

But with these tactics, you’ll have much more success acquiring new customers and gain a big advantage over competitors still glued to their phones.

This article was originally posted here on Entrepreneur.com.

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Sales Prospecting

When Your Market Is Declining Fish Where The Fish Are

Shift your focus from barren and ‘over fished’ markets to customers who are looking for the right solutions.

Ed Hatton

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Just as some anglers forlornly cast their lines into fished-out waters, some companies and sales people continue to focus on markets where nobody is buying any more. Sales and profitability decline and business owners blame downgrades, corruption and labour issues, while their real problem is chasing non-existent sales.

Many sectors in the economy have declined, and suppliers to those sectors will face reduced sales and increased competition. The poultry, steel and mining industries have experienced sharp reductions and face serious challenges. The automotive and manufacturing sectors have experienced reduced volumes, cost cutting and retrenchments. If your primary target market is in any similar sector, and you continue to operate as if nothing has changed, you are taking very high risks.

In some instances, the decline of the target market stems from an event like the horrific massacre at Marikana and the changes that brought to the mining industry. Then you know you need to react, but most change is gradual, and some entrepreneurs may not notice, or shut their eyes to the bad news.

Related: Savvy Sales Skills To Grow Your Franchise Footprint

Others cling to the hope that this decline is temporary, and do nothing. We all love our comfort zones and find many excuses to stay there, and so we sink with the declining market.

Making the right change

Once you have appreciated the problems with your current markets, look for similar markets that are stable or growing. For example, if you sell mining supplies, the construction industry may offer good prospects. Be creative; think how you can use your expertise to supplement declining markets by entering more successful ones.

Focus on high growth business sectors. Perhaps health and fitness, education, green energy or IT services could provide opportunities. Where could you leverage your technology, source of supply and sales processes to enter growing markets?

Look for success stories, there are many, including those profiled in this publication. It is clearly preferable to sell to a company growing rapidly than to one clinging to the edge of the cliff by its fingernails. If you sell business to business, examine the state of your customer’s customer.

If your customer is operating in a declining market, you will follow them downhill unless you take action. Find ways to use your products and services to make them more competitive, to halt their slide and grow at the expense of their competitors.

This is a good time to look deeper into the real needs of your existing customers. While we are selling well, we assume that we are satisfying customer needs appropriately. Are we really doing that? Are there other products or services that would be valuable to our customers? Find out, and then provide solutions.

Get out of your comfort zone

fishi-in-a-basket

It’s easy to say that you should move out of your comfort zone and switch your efforts to more lucrative sectors, but less easy to do. Institutional knowledge, systems, databases, credit records, sales processes and products are all geared to the once-successful industries.

Related: Have We Lost Our Face-To-Face Sales Ability?

Instead of throwing away all of this know-how, it makes sense to adapt the systems and information to new markets in a gradual transition. Start new initiatives by withdrawing resources from the old and using working processes and skills to open new markets.

You are likely to need a core of your operations for your existing markets and customers, but your focus should be on the new initiatives.

Your sales teams may need additional training to work in new areas. They must learn to understand the customers and their needs and adapt to their terminology and business practices.

Continual retention of sales people is a good idea even without change; it is highly desirable if you want to enter new markets successfully. Train all staff who will be a part of that drive, so your whole company becomes capable of delivering great products and even better service to new customers.


Successfully enter new markets

  • Which sectors are similar to yours?
  • How can your current solutions be repackaged for different uses?
  • How can your solutions help customers to be more competitive?

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Sales Prospecting

Attention: The New Consumer Currency

Spendthrift customers are unwilling to part with their attention absent the CX factor.

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Spendthrift customers are unwilling to part with their attention absent the CX factor.

In the Customer Experience War, brands need to either minimise customers’ attention spend or make the spend worthwhile, or both. Expectations are high.

Less is more

Customers can get what they want through voice recognition now. Busyness equals status.

Brands need to eliminate the journey between here and there. Think groceries direct to your fridge.

Painful attention suckers must go. Old problem like a laptop ban on flights? Qatar airways will loan you a free laptop during your flight.

Related: Vital Insights You Must Consider To Keep Up With Your Consumers’ Needs

Eliminating certain customer experiences is the way forward for brands. Assure the customer that any negative socio-economic impacts of your product are minimal so they don’t need to do the research.

On the flipside, help customers multitask to maximize their attention spend at one point in time. Audiobooks are winning out on ebooks.

More is more

Customers are seasoned experience collectors. In a social media frenzied macro-culture oversaturated with the flashy, only the most authentic transient tales count.

The masses don’t just want the quick, easy and dead. Detail, delivery, delighting in delicacy is the new deal.

Customers demand the unexpected. Playfulness in an over-adult world is a very real phenomenon. Think rainbow-coloured foods and Mexican tequila rain.

Amidst the hype, people want to feel better about themselves. Purposeful progress on a path toward self-actualisation and a story worth sharing is worth its weight in attention spend. Make it look like an adventure, and your brand is on its way.

Museum workouts and trancing out to Chromatherapy yoga show that you are an edgy go-getter expanding your transcendental horizons. Event spaces more permanent than pop-ups heighten the experiential community. Creative hubs for coworkers fuse funkiness while easing the isolation funk.

Related: 3 Innovative Tactics To Thrive Through The Consumer Evolution

Experiences need to be tailor made to unique specs. Minimalistic approaches can also still grab attention far more powerfully than grandiose firework displays that fizzle out quickly.

Seamless processes, enthralling product

Netflix aims to make watching great content as easy as possible, but wants you to watch the content.

Optimise your CX strategy through a pragmatic approach. At times you will want to spare the customer’s attention spend, and at times you will want to encourage it.

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