If you want to truly succeed in the sales world, then it is essential that to make a solid plan to reach your targeted audience, generate qualified prospects, and keep the pipeline flowing. Instead of wasting time meeting with unqualified prospects for ad sales, it is imperative that your business only meets with prospects that actually want and can afford your products. Read on to learn the top seven team-prospecting techniques that can help your organization benefit from a steady stream of well-qualified prospective buyers.
1. Create a Targeted Prospecting List
Before starting the team prospecting process, you will need to do your homework to build a prospecting list of your highest targeted customers. Within this list, you should include all of the potential clients or companies that are the most likely to buy your product and/or utilize your services. After you clearly define your market audience, you can conduct research on relevant organizations through various social networking sites as well as search engines. While you may wish to use a reputable list-broker to do this step for you, remember to keep your costs low so that you are paying no more than a quarter per qualified prospect.
2. Reach Out to Former Customers/Clients
Although you may be focusing your prospecting techniques on attracting new qualified customers, it is also smart to reach out to former customers who have remained loyal in purchasing your products. Since you never know when a previous client will be looking to buy again or try out a new service, it is highly recommended that you include former customers into your targeted prospecting list when making inquiries. Even more importantly, former customers can serve your organization as a valuable resource for generating more quality leads.
3. Keep Your Offers Short and Sweet
When a qualified prospect picks up the phone, the last thing they want to hear is a long advertising campaign about your business. In order to avoid upsetting potential prospects and receiving the dial tone, be sure to present your offer concisely in 50 words or less, if possible. Rather than give a full presentation, tell the prospect who you are, what product/service you are offering, and two unique features that will specifically benefit this new customer. Once you have given the initial prospecting pitch, qualify them by asking if it is something that interests them. If you receive a negative response, remember to not press them with more questions and thank them for their time.
4. Use a Friendly Conversational Tone
Unfortunately, it is common for salespeople to unknowingly come across in a negative fashion for having a monotone or dull speaking voice on the telephone. On the flip side, some sound too enthusiastic and sales pitch-y to generate a positive reaction in a client. In order to determine whether you are using the right tone in your prospecting sessions, it is recommended that you record your calls and listen back afterwards. One of the best ways to assume a friendlier conversational tone is to simply have fun with prospecting and remember to not take rejection too seriously.
5. Remain Aware of Sales Competition
To make the most of your team prospecting sessions to generate ad sales, you will need to take a closer look at your competitors and find the windows of opportunity to capitalize on. For instance, if you notice your competition is starting to fall behind in certain areas, do not be afraid to utilize their changes to maximize your own business’ strengths. Furthermore, make sure you dominate your territory to guarantee that there are no qualified prospects in your local area that may choose your competitor instead.
6. Maintain Thorough Records of All Prospecting Calls
Since it is usually recommended that business spend just three hours a week for prospecting sessions for generating ad sales, you will need to make the most of your time. Therefore, you must maintain spotless accurate records of all the calls made during the prospecting process to be the most productive and successful. When you have clear records of your prospecting sessions in hand, you will avoid making the costly mistakes of pestering potential customers you have recently spoken to and/or recalling low qualified prospects.
7. Never Stop Cultivating New Qualified Prospects
One of the most common faults in ad sales is that team prospecting is treated as an occasional event, rather than the ongoing continuous process that it should be. Many businesses mistakenly believe that prospecting is an impulsive fix that involves just a few phone calls to potential customers. Even if the initial contact invokes a negative response, it is important that you work towards continuous cultivation with a client to build a solid relationship. Since repetition is the key to success in prospecting, it is recommended that you call everyone on your highly targeted list every month to ensure you reach customers when they are ready to buy.
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