Prospecting is hard work! Maybe that’s why I’d always compare salespeople to gold miners. While the former searches for nuggets in the mud, the latter sift through scores of leads to find the right prospect. And just like companies that use a complex extraction process, so have sales reps, who relied on some tips and tricks over the years. So here are some tricks to prospect like a pro.
To begin with, decide on the objective of your sales prospecting:
This will give you clarity on each of your prospects and also decide the right prospecting techniques that could help you get your desired response.
Now that you know what response you wish to get, let’s look at the different sales prospecting techniques sales reps use across various industries such as B2B, car sales, and real estate sectors to hit their quota.
Crafting a good prospecting email is easier said than done as businesses are fighting for attention from prospects. No wonder almost 91% of sales emails go unopened. To overcome this issue, let’s look at the factors that make a good sales prospecting email:
A good personalized subject line is not a one-size-fits-all kind and differs from industry to industry, audience to audience, and so on. Using tools like Email subject line grader or Touchstone, you can run your own tests and modify the content of your subject line based on all the data you’ve already collected about the subscriber’s wants, interests, age, location, name and more.
If you are in the real estate business, consider personalizing your subject line based on their name, age, location, budget, gender, marital status, etc. E.g.: “Hi Liza, 1 and 2 Bedroom Apartments only 1/2 Block from the Beach”
For car sales, you can personalize based on name, car model, location, budget, etc. E.g.: “Mark, save up to $7500 on a Ford Escape near you!”
Give a context about who you are: Providing a context at the beginning of your sales email establishes credibility and instills confidence in you and your company. It also helps give quick references to the names of other companies using your product or service, or even highlight results similar companies have gotten from using your product. E.g.: We helped 100+ organizations such as {ABC} to 10x their monthly run rate.
Address the pain point you’re solving in one simple sentence: This is where you differentiate yourself from your competitors. The goal here is to pitch a solution in response to the information you’ve gathered about them. E.g.: Is your monthly run rate a priority for you right now? If so, you’re in the right hands!
You can try Hippo Video’s video sales letter to specially attract the attention of your prospects by personalizing their experience all the way.
Here are a few tips to keep in mind while framing your CTA:
Unless you’ve been living under the rocks, videos have been a huge part of businesses and currently represent three-quarters of all internet traffic and are set to soar in the coming years. Also, with more companies adopting WFH (work-from-home) model, 2020 and the years to come will be all about remote selling. But to ace this, you’ll have to become an expert at video selling.
In 2020, 92% of marketers said that video is an important part of their marketing strategy. This has grown from 78% in 2015, showing that the importance of video is only growing. – Wyzowl
“A video sales presentation is a powerful tool for proving your value to customers.”
So the next time you have to present a sales pitch, drop the traditional route of having to cite case studies, stats, or testimonials and make an explainer video to make your clients sit up and notice you.
Here are some of our essential tips for making a good video sales pitch that will help your sales team close the deal:
E,g.: In a sector like real estate, prospects are putting a lot on the line- so it’s critical to build trust. Here’s an example of real estate video personalization that uses the prospect’s name, image, and geographic location to build a connection with them.
Here’s another example for a B2B personalized video: In the thumbnail, use < Your Name> or Hey John, looking to…
Here’s an example of a video email from a B2B business:
Here are a few examples you can use:
With 3.02 Billion of the world population using social media by 2021, it is the best place to find the right prospects, build trusted relationships, and ultimately achieve your sales goals.
Top sales reps use a few tactics to reach the right audience at the right time. Here are a few tips:
Trying to sell to prospects online like the guy at a baseball game yelling ‘hot dogs’ over and over again will only drive your prospects into the digital arms on your competitors; and a good sales rep knows this. Instead of taking a straight selling approach, educate your prospects with the information he or she needs to say ‘yes’ to your offer.
Here are a couple of ways you can educate your prospects:
A good sales rep is not born in a day, instead it takes years of hard work and a better understanding of their prospects that help them hit their quota. Back this up with the use of powerful prospecting mediums such as videos, emails, and social media – it will yield you more precise results and build the foundation of a highly functioning sales process. Follow these sales prospecting techniques then instead of searching for gold at the wrong stream, you’ll be in the right place. The vein of gold is near!
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