Prospecting Strategies – Infographic

Many business owners and salespeople dread having to prospect. There are many ineffective and outdated prospecting techniques that people are still using. With the right techniques, your prospecting can guide you to better-qualified leads. Better-qualified leads means higher growth rates.

Hubspot found that in 2020 “the top priority for marketers [was] generating leads.” With an understanding of the strategies involved in prospecting, you can gather and turn high quality leads into clients.

Prospecting Infographic

Adapting your sales to fit 2021

Adapting Sales

While we’ve been constantly moving towards a digital world, the pandemic has surely accelerated society’s transition to online buying. With more people working remotely and relying on online buying, it’s time to shift our selling practices towards the new age of online buying and selling.

With this adaption comes some new rules we should follow. Many practices that will be popular in 2021 we’ve already begun doing it’s just a matter of adapting completely to the change to maximize on the new sales age.

Create a Digital Customer Experience

Researching online before buying is becoming a popular thing to do. That means your website needs to be top-notch, supplying consumers with all the information they need to know to decide to buy.

With face-to-face interactions lessening during the pandemic, it’s even more important that your website is set up to give customers a great experience. Your website should be creatively designed to capture visitor’s attention with information that will convince them to engage and buy.

Customers want validation, and your website should be where they go to get it. Online buying is different than in-person buying. Users online want the information they’re seeking to be upfront. This is an advantage for you as you don’t have to use subliminal marketing online. You can be direct with your customers and not turn them away.

People respond to brands that understand their needs. So, you must give users an experience that’s relevant to them and your lifetime value. With comprehensive and compelling messaging, users can gather the information they need.

Most importantly for creating a compelling digital customer experience is being there. Listening to your customers and monitoring how they navigate your website will help you curate your digital customer experience. Try out different landing pages and calls to action to see how your potential and current customers react and direct your website towards that.

With the pandemic moving more people to online buying, it’s all about building connections digitally now.

Use technology to build curated experiences

With creating a digital customer experience it’s important you make it curated to your customers. We’ve already begun to understand the power of personalization to gain consumers’ attention and close more deals. What we need to capitalize on in 2021 is hitting that personalization hard. With digital customer experiences, it’s easy to make this goal a reality.

AI allows us to gain insight into our most valuable customer’s daily lives and understand what they want most. Data and analytics can tell us when and where to engage our customers and how. This technology gives salespeople the ability to use engagement tools that target the best day and time to call someone in each industry. By leaning more heavily on technology salespeople can learn about buyers to develop customer relationships that pay off.

While using this technology to increase sales volume, you have to make sure your messaging is still personal enough to make the customer feel as though the message was made just for them. The sales experience needs to be individually curated for each market and segment of your target audience.

Build connections

With a pause on in-person selling, upping your connection building will be important in the new year. A great way to create value for your buyers is to build a connection with them. However, with online selling, this task becomes more difficult.

A sales rep must now build that connection solely online or over the phone. It’s important that you have the basic principle of doing your research but that you also apply a different approach and adapt for each contact you’re trying to build a connection with. With in person connecting, it’s easy to read a person’s reaction but in shifting to online you’re not as easily notified as to the other person’s reaction to your pitch. This means you need to do a lot more asking and listening. Listen to what they have to say in order to read how they’re taking your pitch. Phrasing your questions and comments better can also help give you the insight you need. Without those physical cues, it’s important to key in on the verbal ones.

In building connections with your customers, you’ll associate great customer experience with your product, something others will be hard-pressed to beat. In doing your research and understanding how you can connect with your client, salespeople can up their game.

Empathize and Understand

This goes for both sales leaders and sales reps. Sales leaders need to understand that sales reps’ jobs just got a heck of a lot harder in some areas. In certain markets, people are buying a lot less. Sales leaders need to embrace empathy and provide personalized, detailed coaching techniques to help get teams back on track and confident.

Once back on track and confident in their selling, sales reps need to empathize with their potential customers. With the pandemic hitting businesses and consumers hard, it’s important sales reps understand each client’s situation and take a different approach to sell.

Don’t be afraid to ask how the pandemic is affecting your customers. You can use this information to craft custom-tailored solutions to their specific challenges. Offering discounts, deals, and delays can help you win the client’s business this time around and even push them to continue to do business with you in the future.

When you help people at their lowest, it builds customer satisfaction and loyalty.

Integrate sales and marketing teams

A major trend for 2021 will be integrating your sales and marketing teams. COVID-19 has driven sales to distance selling forcing us to blur the line between the sales and marketing department. It’s critical in these new times that sales and marketing function as one to create a plan that works towards the overall business goal. You must almost fully integrate these two departments to succeed.

Intertwining every aspect of the two departments will be critical to its success. You must share not only people among that two but also data. Don’t keep sales data and marketing data separate, integrate it into one and even consider making it transparent to everyone on the marketing and sales teams.

Both sides must know the overall goal and the part they play in working together to achieve it by practicing consistent processes. Marketing brings in leads and sales converts and upsells those leads. The two go hand in hand which explains why integrating them into one can drive revenue for your business.

Bringing both departments together should be an easier task than you think. As long as your goals are clearly stated and the basics of how to get there are laid out the two departments won’t have much trouble working together to make selling online a success.

Important takeaway

COVID-19 sped up the shift towards a digital approach to buying and selling. Many haven’t even begun the shift, and therefore the new year is a great time to get started. It can be a whole new world for some, but nothing you can’t learn to tackle. There are many advantages not only for the customer but for you too in switching to or even just adding an online community. Digital transformations are becoming the new selling point.

Three key steps to improving your Lead Generation

Image: Man on computer

Lead generation is one of the best ways to grow your business and get quality sales. Sales leads provide opportunities to not only reach sales goals but to exceed them. Having a dynamic lead generation strategy will boost you to the customer goals you’re trying to reach.

Start using these key lead generation strategies to help your business get quality customers.

  1. Clearly define your goals

    While this sounds like a mundane step, it’s very important. You need to know what you want and what you think you can achieve. Being able to work towards something and reach it in the set amount of time gives you more motivation to achieve it.

    Your goal must be clear and precise. Goal setting is a common practice but while lots of people take the time to set goals, very few actually reach them. That’s why it’s important that we take time to really think over and set an achievable goal.

    In setting your goal you must start broad and then break it down even further. What is your yearly goal, monthly, weekly, daily? Having a goal broken down and implemented into to your daily routine will help you reach it.

    What is your lead generation goal?

  2. Make your company stand out

    What value do you bring? Let customers know the value they get out of using your product or service. You must explain what makes your company so special. Maybe it’s the added features of the products no one else has or maybe it’s just what your company stands for and how they benefit the community. Lots of companies stand out to consumers because of their social responsibility. Is your company helping others? Show your customers how.

    Another way to stand out is a comparison to your competition. Explain how you’re different and better. Why would the customer want to choose you over another company who makes the same product?

    Features, benefits, value, use these to make yourself stand out. A feature is an attribute or fact about your product, service, or company. A benefit is how that feature helps your prospect. Value extends beyond what your product or service can do for your prospect and aligns your benefits with the prospect’s larger goals and objectives.

    Position your company in a way that makes you stand out. Just because you know the benefits and value of your product/service and company doesn’t mean consumers know.

  3. Create Lead Magnets

    Lead magnets are the things that attract the target audience and convinces them to engage further. These are crucial to generating leads online.

    Lead magnets include:

    • Company’s homepage
    • Landing pages
    • Blogsite
    • Call to actions throughout the website
    • Contact us form
    • Get more information form
    • Newsletter signup form
    • Social media sites
    • Valuable content suited for your target audience for your website and social media accounts

    Lead magnets need to be very convincing. You must know your target audience and understand what they would find to be a tempting deal. There are lots of ways to capture leads through lead magnets, you just need to get creative in your approach.

Lead generation requires a lot of patience and new ideas. Even the simplest of ideas can match up to the most thought out ideas. It’s all dependent on how you utilize the information you have to create effective strategies that consumers would find irresistible.

Sales Trivia Questions

We’ve gathered twelve fun and need to know sales tips and facts. Test out your sales knowledge and that of your peers with these fun trivia questions. Great to use at your next sales meeting, conference, or office bonding party.

How good is your sales trivia knowledge? Test it out and send to a coworker to compete!

Hint: click the button to reveal the answer. To hide the answers, refresh the page.

Sales Trivia Question 1
Sales Trivia Question 2

Sales Trivia Question 3
Sales Trivia Question 4

Sales Trivia Question 5
Sales Trivia Question 6

Sales Trivia Question 7
Sales Trivia Question 8

Sales Trivia Question 9
Sales Trivia Question 10

Sales Trivia Question 11
FSL Sales Trivia 12

Share with coworkers and friends: https://freesalesleads.com/2020/10/21/sales-trivia/

Advice for New Salespeople

Saying: "Create wow moments for your prospects and watch your close rate grow tremendously

Whether you’ve known you wanted to go into sales your whole life or you’re just now getting into it, we all have to learn somehow. If you look at a seasoned salesperson, they make it look so easy. It’s like they were just born with the natural ability to sell. Chances are, however, they were once just like you, researching how to become better at sales. Sales isn’t a magical talent you’re born with it’s something that with a lot of practice anyone can be good at.

Here are six quick tips for new salespeople to become all stars:

  1. 1. Ask questions

    You will be around people who have been doing the job much longer than you have. While you might have learned all the new sales techniques, they’ve actually been doing the job. Ask questions often and learn from your peers. Many salespeople often regret not asking more questions. Make your life easier and don’t be afraid to ask when you don’t know or want to know more.

  2. 2. Get a mentor

    A mentor can help speed up the learning curve. They’d act as your own personal resource. You would be able to shadow them to see them in action. A lot of people are hands on learners, and this is the perfect way to learn quickly. Listening in on phone conversations and in person pitches will give you a wealth of information to learn from. If your company doesn’t assign you a mentor don’t be afraid to ask for one.

  3. 3. Understand the clients’ perspective

    Don’t get stuck in your own perspective. You will be talking to clients who are older than you that have different views and aspirations. If you fail to understand or even just respect the perspectives of other, you will battle to maintain relationships with some clients and struggle to close sales with many prospects.

  4. 4. Do your research

    With understanding your clients’ perspective, you also want to understand their business. While you can’t become an expert overnight you can learn the key aspects. Being able to speak specifically to their business will not only impress your client it will also it will position you above others who can’t, giving you the advantage. Research helps you shape your pitch. Find a problem your client has and explain to them how you can solve it.
  5. 5. Don’t be an order taker

    Get out in front of your customers – don’t sit back and wait for them to come to you. People like to see initiative, it shows that you value their business and want to help them succeed. Go out and find new clients on your own.

  6. 6. Don’t oversell

    If you present someone with too much upfront, you can cause confusion. The client wants to know exactly what they’re getting. By pointing out too many features you can easily overwhelm them and cause them to be turned off. Keep it simple. It’s better to be great at a few things than okay at a lot of things. Point out the features that are specifically useful to them and leave out the ones that aren’t.

Remember to keep learning new sales techniques and implementing them into your work so you’re always improving.