These are the key steps you should focus on when prospecting
Posted: Tue Dec 17, 2024 6:21 am
During this stage, learn as much as you can about the potential contact. The goal of this is to determine if they are a good fit for your product or service. Many reps find it helpful to have criteria in place that compares the contact to their ideal customer profile or other specific data points to determine if the contact would be a likely customer for their product.
Beat
If you determine that a contact meets the criteria compliance directors email lists needed for qualification, you can now focus on outreach. During the research process, you should have gathered information on the best platform to reach your potential customer – often this is via phone, email, or social media. During this stage, B2B reps may also need to reach out to gatekeepers to reach the person who may make the final purchasing decision.
Connect
After initially reaching out to the contact or gatekeeper, your goal is to set up a meeting or call to keep the conversation going. This is often called a discovery call and can be helpful in continuing to qualify the prospect to ensure they’re a good fit. From there, you can assess their needs, work with them to determine if your product is a good fit, and set the deal.
Product knowledge
What exactly are you selling and how much do you know about it? What are the key features? How is your product different from competitors? Why is your product the best choice for the customer?
At a basic level, all reps need to understand the fundamental knowledge of your product and be able to communicate these points to potential customers in a relatable and engaging way. Ultimately, their job is to help their customers solve a problem by implementing your product, and the ability to do so depends heavily on their knowledge and understanding of what you're selling.
Customer Service
While you, as a sales professional, may not be directly responsible for customer support and long-term service inquiries, having a solid foundation of customer service skills is essential throughout the sales process.
Your tasks and actions should prioritize customer needs, and approaching each step of the sales process with the intention of serving your customers is critical to converting and retaining your buyers.
Beat
If you determine that a contact meets the criteria compliance directors email lists needed for qualification, you can now focus on outreach. During the research process, you should have gathered information on the best platform to reach your potential customer – often this is via phone, email, or social media. During this stage, B2B reps may also need to reach out to gatekeepers to reach the person who may make the final purchasing decision.
Connect
After initially reaching out to the contact or gatekeeper, your goal is to set up a meeting or call to keep the conversation going. This is often called a discovery call and can be helpful in continuing to qualify the prospect to ensure they’re a good fit. From there, you can assess their needs, work with them to determine if your product is a good fit, and set the deal.
Product knowledge
What exactly are you selling and how much do you know about it? What are the key features? How is your product different from competitors? Why is your product the best choice for the customer?
At a basic level, all reps need to understand the fundamental knowledge of your product and be able to communicate these points to potential customers in a relatable and engaging way. Ultimately, their job is to help their customers solve a problem by implementing your product, and the ability to do so depends heavily on their knowledge and understanding of what you're selling.
Customer Service
While you, as a sales professional, may not be directly responsible for customer support and long-term service inquiries, having a solid foundation of customer service skills is essential throughout the sales process.
Your tasks and actions should prioritize customer needs, and approaching each step of the sales process with the intention of serving your customers is critical to converting and retaining your buyers.