Create a prospecting routine
Posted: Wed Jan 22, 2025 4:00 am
Exceptional salespeople have a previously formatted sales script, based on studies of the most common reactions of prospects and customers during all phases of the sales process.
This practice is important because persuasion requires a previously defined method — without robotization —, based on knowledge of the market and the ideal persona.
For salespeople who work with cold calling, for interior designers email list example, it is essential to be succinct and objective, to listen more than to talk, and to create emotional connections during the speech (the customer needs to identify with the solutions that your company has to offer).
Remember that the objective of this direct contact is to understand the profile of the person/company and begin to qualify them.
The process of understanding the prospect's needs, presentation and convincing them must be natural and lead to answers and questions according to the manifestations of your potential client.
Also check out: “ How to create a client prospecting script: 3 essential pieces of information and 3 mistakes to avoid + practical exercise ”
5. Diversify your prospecting techniques/methods
It is interesting to study the results of each customer prospecting technique to identify the one that is most assertive for your business model.
And to make it even better, you can mix techniques to achieve even more incredible results!
And to learn how to combine the techniques we present here, we recommend the B2B sales prospecting course developed by Agendor! It has several complete materials that are easy to understand and put into practice, including:
recorded and live theoretical and practical classes;
ready-to-use prospecting spreadsheet templates;
support from subject matter experts;
help to put everything you learned into practice.
Take the opportunity to register and reserve your place right now, to learn everything you can about prospecting customers and improving your sales!
Oh, and don't forget to track prospecting goals to measure progress towards results.
Extra: Online prospecting strategies
So far, we have been referring to offline prospecting strategies. However, in the era of mobility, whatever your field, you cannot ignore the power of social media, as well as the effects of working with content marketing, as we have already mentioned.
This way, you can create a list of leads on LinkedIn, for example, with more complete and up-to-date data about each professional and also hire companies that specialize in selling qualified leads/prospects to purchase your product or service. Just tell them what type of profile you are looking for.
This article may also be of interest to you: “ How to prospect clients on LinkedIn: a step-by-step guide to approaching them ”
Content Marketing
Content marketing is a strategy for attracting and engaging your target audience and, consequently, increasing the number of customers. Its flow occurs through the generation of relevant and valuable content, capable of creating a positive perception of your product and helping the prospect make decisions in their purchasing process.
This practice is important because persuasion requires a previously defined method — without robotization —, based on knowledge of the market and the ideal persona.
For salespeople who work with cold calling, for interior designers email list example, it is essential to be succinct and objective, to listen more than to talk, and to create emotional connections during the speech (the customer needs to identify with the solutions that your company has to offer).
Remember that the objective of this direct contact is to understand the profile of the person/company and begin to qualify them.
The process of understanding the prospect's needs, presentation and convincing them must be natural and lead to answers and questions according to the manifestations of your potential client.
Also check out: “ How to create a client prospecting script: 3 essential pieces of information and 3 mistakes to avoid + practical exercise ”
5. Diversify your prospecting techniques/methods
It is interesting to study the results of each customer prospecting technique to identify the one that is most assertive for your business model.
And to make it even better, you can mix techniques to achieve even more incredible results!
And to learn how to combine the techniques we present here, we recommend the B2B sales prospecting course developed by Agendor! It has several complete materials that are easy to understand and put into practice, including:
recorded and live theoretical and practical classes;
ready-to-use prospecting spreadsheet templates;
support from subject matter experts;
help to put everything you learned into practice.
Take the opportunity to register and reserve your place right now, to learn everything you can about prospecting customers and improving your sales!
Oh, and don't forget to track prospecting goals to measure progress towards results.
Extra: Online prospecting strategies
So far, we have been referring to offline prospecting strategies. However, in the era of mobility, whatever your field, you cannot ignore the power of social media, as well as the effects of working with content marketing, as we have already mentioned.
This way, you can create a list of leads on LinkedIn, for example, with more complete and up-to-date data about each professional and also hire companies that specialize in selling qualified leads/prospects to purchase your product or service. Just tell them what type of profile you are looking for.
This article may also be of interest to you: “ How to prospect clients on LinkedIn: a step-by-step guide to approaching them ”
Content Marketing
Content marketing is a strategy for attracting and engaging your target audience and, consequently, increasing the number of customers. Its flow occurs through the generation of relevant and valuable content, capable of creating a positive perception of your product and helping the prospect make decisions in their purchasing process.