5 Techniques to Improve Your Customer Prospecting

[Ehsanuls55]

If you've made it this far, you should be well versed in the basics of prospecting.

Now comes the most interesting part of this post: How to do better customer prospecting.

There are many sales strategies to do this. As prospecting professionals, we at LaGrowthMachine have established a list of 5 tips that will help you boost your prospecting.

Tip 1: Focus on the customer, not just the sale
The first thing to understand is that to be successful at prospecting, you'll need to focus on your lead's needs.

Salespeople tend to focus on making the sale without considering the needs of their customer. A great salesperson understands that the customer should always be at the center of the process.

You don't want to waste money, time and energy on leads that will never become customers; instead, focus on identifying their needs and building relationships with them.

To do this, you will need to understand their behaviors. There are many marketing approaches that will help you do this (including market research, buyer personas, etc.).

You will then need to adapt your sales pitch based on what they expect and what they are vp media email list looking for. That is why it is important to know your buyer persona well, even before starting the sales process!

Ultimately, the goal is to make sure your lead feels cared for and, more importantly, heard.

Tip 2: Define what a qualified lead is
Part of understanding your leads is defining what a qualified lead looks like .

As we saw earlier in the sales funnel, salespeople will contact leads that have been vetted and qualified by marketing staff.

But what are qualified leads? Frankly, there is no definitive answer to this question.

It simply depends on your company's goals and criteria. The question should be: What do YOU ​​consider a qualified lead ?

Example

Let's say you're a newly founded SaaS company and you have a new product that's about to hit the market: A sales automation tool. I would define a qualified lead as someone who

You work in sales, marketing, or more generally in growth.
Works in the B2B sector with a small market share.
Has expressed interest in the type of product you (or a competitor) offer.
Please note that these are just fictional examples, and you should adjust your criteria according to the specifics of your business.

Don't be afraid to define your criteria as narrowly as possible, because it will help you ensure that you're reaching the leads that are most likely to convert.

Trust us when we say that you will do yourself a favor in the long run by avoiding wasting time on leads that aren't relevant to your business goals.

The important thing here is to work with your marketing team to establish what characteristics a lead must have for you to start a sales process with them.