Become a pro at lead generation with these ten proven sales prospecting techniques.
Any sales professional knows that prospecting isn’t easy. And it’s arguably the most critical part of generating revenue. In fact, 42% of reps feel like prospecting leads is the most challenging stage of the sales process.
In our modern world, there is an overabundance of methods to acquire new leads. But it can be difficult to know which technique to use. Naturally, you should use proven sales prospecting techniques that are guaranteed to boost your conversion and closing rates.
Our Top 10 Proven Sales Prospecting Techniques
While traditional methods are still used, sales prospecting techniques are gaining a modern edge thanks to social media and the deep involvement of the buyer. No matter which method you use, the secret is in the consistency and strategy in which you employ them in your sales process.
1. Social Media Prospecting
Speaking of social media, outreach on social platforms has become a hard-hitting sales prospecting technique that drives over 50% of revenue. The impact social influence has on purchasing decisions is incredible. Plus, it’s an easy avenue for marketers and sales reps to connect with potentials. Sites like LinkedIn are prime for B2B markets, and the rest are B2C-centric.
2. Know Who You’re Prospecting
Have you built an ideal customer profile? If not, how will you know who you are prospecting? This is less of a sales prospecting technique and more about defining a path towards leads who fit your criteria. Just because someone is interested doesn’t make them an ideal fit for your offer.
3. Referrals
Similar to social influence, word of mouth is another major driver of purchasing decisions. Asking for referrals from your current happy customers is a no-brainer sales prospecting technique. Yet only 40.4% of salespeople rarely ask for referrals. Even if your buyer doesn’t have any referrals to offer up, it never hurts to ask. It WILL hurt NOT to ask.
4. Send Personalized Messages
Email is not dead. It’s actually one of the best sales prospecting techniques to date. However, bulk emails are dying out. Today’s buyer wants to receive a personalized message that shows attention to their needs and desires. So, always personalize your emails and social outreach messages for a higher open rate and chance at conversion.
5. Sort Your Leads
Closing a deal is often a matter of knowing which leads or prospects to pursue. Do you have separate lists that categorize your leads? We recommend weeding out who may be a good fit vs who doesn’t meet your criteria. Qualify your leads early so that you save time moving through the sales process.
6. Offer Free Value
Providing free whitepapers, webinars, or blog posts is a great sales prospecting technique because it creates value for others. You can utilize freebies to educate, entertain, inspire, and build a community that wants to learn about your paid offerings.
7. Use Video
Try incorporating video into your sales methodology. It might feel a bit odd at first, but humans are primed for video watching. We are naturally visual creatures, and video makes online interactions feel real. Use video when communicating with prospects, and produce videos for your website, social media, and more.
8. Capture Website Visitors
Make use of visitor identification software to capture the data of those who view your business’s website. This information could be anything from their location to how long they spent on your site. Understanding how people interact with your site is helpful in so many ways, not just sales prospecting.
9. Show Up Consistently
Consistency is huge, even with sales. Are you showing up consistently for your potential buyers and current clients? Make yourself available, answer questions, and post on social media. Make your virtual presence known. After all, clients who are actively searching for a solution to their problem cannot find you if you’re not visible.
10. Team Up
Partnering up with an influencer, brand, or organization can amplify your message on the internet. This is a wonderful sales prospecting technique that offers reach into an audience that may not have known about you otherwise.
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