Treat customer prospecting as a strategy and watch your sales increase
Posted: Wed Dec 04, 2024 3:16 am
For those who work in sales, the search for new potential customers interested in their product or service is the main goal for a sales professional . Customer prospecting analyzes these new potential customers, looking for ways to qualify them and finally close a deal.
Some people call this process pre-sales, as it involves sales techniques that help in the negotiation process, enhancing the relationship with the customer.
In this article, you will understand how customer prospecting works and how to put it into practice assertively .
Keep reading!
What is customer prospecting?
We can say that of the entire process involving the sales funnel , customer prospecting is the initial stage .
In this, it is necessary to contact as many customers as possible, using a list of leads that have already passed through an initial filter by high-performance teams and can be called pre-qualified .
From there, you can start the customer prospecting process. But don't think that's all. Each of these leads needs to have their profile analyzed, ensuring at every stage that this customer is really interested in closing a deal.
There are those who don't believe this, but it's important for you to know:
It is very difficult to prosper in sales without knowing how to prospect customers properly !
Which sales professional chairman email list carries out customer prospecting?
If you've made it this far, you're definitely interested in optimizing your sales through prospecting.
First of all, it is important to know that if your sales team does not have qualified, high-performance professionals, it is much more difficult for solid results to appear.
The sales professional responsible for the customer prospecting process is the SDR , a type of pre-salesperson who is a specialist in this stage of the funnel.
This way, after connecting with the lead, the professional will qualify it appropriately and ensure that the customer's purchasing profile is confirmed.
Only after this lead qualification and the first steps have been taken (I dare say the main ones, you know?) will the SDR pass this lead to the salesperson and now, this professional will be responsible for the lead, encouraging him/her to actually close the deal.
What are the main challenges in prospecting customers?
Before you understand how to put this into practice, you need to know the possible challenges your company will face throughout the prospecting process.
Know that, unfortunately, it is very difficult to get the customer's attention and what's more: worse than getting attention is keeping it.
The market has become even more competitive and this means that competitors are working harder to retain their customers.
Therefore, you can't be more of the same! It's important to know how to make your company, product or service stand out and always remember the much talked about customer experience!
Assertive prospecting helps close deals! Trust me.
Additionally, there are other obstacles that can harm your sale, such as:
Lack of motivation of the sales team;
Lack of focus and training for the role;
Confusing metrics;
Lack of dialogue about problems.
Therefore, in addition to focusing on closing the best deals, keep in mind that for this to happen, it is necessary to invest in your sales team and ensure their training .
Now, let's delve a little deeper into the next steps of prospecting, the practice that comes after this preparation.
5 steps of customer prospecting that you need to know
A good way to understand how customer prospecting works is by analyzing the steps that must be taken to achieve the desired results.
Each of them plays a fundamental role in the process. Therefore, they must be carried out at the right time and managed by qualified professionals.
Some people call this process pre-sales, as it involves sales techniques that help in the negotiation process, enhancing the relationship with the customer.
In this article, you will understand how customer prospecting works and how to put it into practice assertively .
Keep reading!
What is customer prospecting?
We can say that of the entire process involving the sales funnel , customer prospecting is the initial stage .
In this, it is necessary to contact as many customers as possible, using a list of leads that have already passed through an initial filter by high-performance teams and can be called pre-qualified .
From there, you can start the customer prospecting process. But don't think that's all. Each of these leads needs to have their profile analyzed, ensuring at every stage that this customer is really interested in closing a deal.
There are those who don't believe this, but it's important for you to know:
It is very difficult to prosper in sales without knowing how to prospect customers properly !
Which sales professional chairman email list carries out customer prospecting?
If you've made it this far, you're definitely interested in optimizing your sales through prospecting.
First of all, it is important to know that if your sales team does not have qualified, high-performance professionals, it is much more difficult for solid results to appear.
The sales professional responsible for the customer prospecting process is the SDR , a type of pre-salesperson who is a specialist in this stage of the funnel.
This way, after connecting with the lead, the professional will qualify it appropriately and ensure that the customer's purchasing profile is confirmed.
Only after this lead qualification and the first steps have been taken (I dare say the main ones, you know?) will the SDR pass this lead to the salesperson and now, this professional will be responsible for the lead, encouraging him/her to actually close the deal.
What are the main challenges in prospecting customers?
Before you understand how to put this into practice, you need to know the possible challenges your company will face throughout the prospecting process.
Know that, unfortunately, it is very difficult to get the customer's attention and what's more: worse than getting attention is keeping it.
The market has become even more competitive and this means that competitors are working harder to retain their customers.
Therefore, you can't be more of the same! It's important to know how to make your company, product or service stand out and always remember the much talked about customer experience!
Assertive prospecting helps close deals! Trust me.
Additionally, there are other obstacles that can harm your sale, such as:
Lack of motivation of the sales team;
Lack of focus and training for the role;
Confusing metrics;
Lack of dialogue about problems.
Therefore, in addition to focusing on closing the best deals, keep in mind that for this to happen, it is necessary to invest in your sales team and ensure their training .
Now, let's delve a little deeper into the next steps of prospecting, the practice that comes after this preparation.
5 steps of customer prospecting that you need to know
A good way to understand how customer prospecting works is by analyzing the steps that must be taken to achieve the desired results.
Each of them plays a fundamental role in the process. Therefore, they must be carried out at the right time and managed by qualified professionals.