Today, some companies, especially VSEs and SMEs, encounter difficulties in implementing a plan and an efficient approach to commercial prospecting . There are North Korea Email List many reasons for this: lack of resources, entrenched habits, lack of time… These justifications are certainly valid, but isn’t the role of the business manager to anticipate, to give visibility to his teams, to communicate a goal, and want to develop your business? In this article, you will discover how to better prospect your customers in a BtoB approach . You will also understand the essential character of a well-prepared prospecting , well thought out and planned in time. Prospecting is a marathon, to succeed … know how to prepare
I sometimes hear that to prospect you have to have “chat”, “chatter” … It’s a somewhat simplistic vision. In fact, fewer and fewer BtoB clients accept receiving overly aggressive salespeople. On the contrary, they want to meet sales advisers, experts in their fields, in short, providers of solutions. To return a good first impression, prepare your prospecting. Segment your potential customers to better target them : by geographic areas in which your customer portfolio is present or by business sectors. Look for businesses that are similar to your customers or in the same industry. Do not hesitate to rely on tools such as Google Maps, Infogreffe, Ellisphere, prospect websites, YouTube, LinkedIn , press articles to better understand your prospect, his activity, his turnover,
4. Adopt the right mindset for successful prospecting
his customers, his products. / departments, its number of employees, its national or international presence, your contact… Capitalize on this research to feed a prospect file in your CRM . Plan your prospecting: the methods to use. Depending on the activities of the companies, learn how to mobilize an inbound or outbound strategy: An inbound strategy brings the prospect to you via your AdWords campaigns, your social networks, your blog or your website, etc. An outbound strategy consists of seeking out the prospect by prospecting on the ground, by telephone, advertising in the press or even by radio spots. By talking to business leaders, I noticed that field prospecting has never completely disappeared. The interlocutors are saturated with prospecting emails and LinkedIn messages. So a salesperson who takes the step of presenting himself directly, is rather well regarded. However, inbound leads cost 60% less than outbound leads.
tips for effectively planning your prospecting: Plan the time slots to prepare your prospecting: half a day per week is sufficient. For example, establish your visit plan for the next 15 days with as much information as you can gather on the internet. In outbound, plan the dates to do the “push-door” or to make telephone appointments with your prospects. Several possibilities are available to you: chain several prospects one after the other or alternate customer visit and prospect visit. It all depends on your state of mind! To conduct a telephone appointment booking campaign, it is necessary to set aside call periods of 1 hour to 2 hours. Prepare the script of your speech with the CROC method, rely on the assistant who knows the working hours of your interlocutor, or conversely change your hours and days of calls to bypass his roadblock.
3. Implement your prospecting
For this type of prospecting, plan a quiet office so as not to be disturbed by your colleagues. When you prospect, you are doing just that. Implement your prospecting Once your prospecting has been prepared and the important information about your prospects gathered, you can embark on the realization. The objective of your field or telephone prospecting process is to obtain a first meeting with your interlocutor. At this time, it will be the opportunity to get to know more, to enter the discovery phase. Use the CROC method to maximize your chances of getting it: 1st step – Contact : introduce yourself briefly (first name + Last name + Company), quickly ask your contact person 2nd step – Reason : introduce yourself in more detail to the interlocutor you were targeting. Question him by taking an interest in him, his company, his mode of operation for the service or service you are marketing.
Don’t talk about the price or the details of your products. These points will be discussed at a future meeting. 3rd step – Objective : propose to fix a new meeting by asking the availability of your interlocutor or by proposing 2 dates and 2 time slots, 4th step – Conclusion : recall and summarize the date and time of the meeting, recover the email address and the direct telephone line. Send an email when you get back to the office to reconfirm the appointment. Adopt the right mindset for successful prospecting When you leave a customer meeting that went well (eg: large order, sustainability of the customer relationship), do not hesitate to visit a prospect “immediately”. This sequence will be favorable to your “morale”, so you will have the desire and the smile necessary to send a good first impression.