It’s no great secret that sales professionals have to deal with ever changing conditions in their markets. Depending upon your product or service, the market may not be in your favor. Recent changes in the economy have made it more difficult than ever to grow and maintain a loyal customer base. Sales prospecting is more important than ever as sales professionals look to secure their future and help their organizations continue to grow.
Often times sales professionals believe the best strategy for sales prospecting is to blanket their territories with cold calls and ads. Expecting results from a vague bulk customer strategy like this could be a huge mistake. The best method for effective sales prospecting is closely examining your best current customers. If you take the time to get a detailed overview of who your best customers are, then you can easily describe who your best leads should be. Defining a narrowed and appropriate target audience can help you ensure that your company message effectively resonates with your audience.
It’s also important to do your research on finding the proper contact for your lead. Surveys have found that many sales professionals believe they are getting to c-level contacts when in fact they are not even close. It’s essential that your contacts are in fact the decision makers for the company. If you have narrowed down your target market and have not landed a sale with your current contact, try to expand to another contact at the location. It could be that your product or service is a perfect fit for their organization but you’re simply not speaking to the person who can authorize your deal.
Once sales prospecting has got you in the door, you can use your focused knowledge to land the sale by speaking to each organizations business needs. Demonstrate to your clients just how researched you are about their business and how your products or services can help them move forward. In this sense you become a trusted advisor rather than a salesperson and clients will be ready to move forward with you and your company.
Duane Campbell is a Global Accounts Manager for Jaroop, a web application development company that develops business intelligence, social interaction and client services for businesses. Jaroop is also the creator of the cloud based sales proposal application ClientSky, an online platform for professional service firms to generate, send and track sales proposals online. Duane can be reached at 860-357-2060 ext 302 or email@example.com.