In companies, one of the most complicated tasks is to capture the attention of potential clients to analyze their needs and thus check if they are suitable to work with you or not.
The question is: How is it achieved?
You must learn the keys to understand how to prospect properly and thus achieve the final success of the sale.
Table of Contents
What does prospect mean?
Prospecting refers to the search for potential clients in a field where there is only grass but you find a flower where other people would not have looked.
To know how to prospect clients It is essential since in sales the first step is to look for and identify each of them, once you get it you must know who they are, confirm that they have a need and finally that they have an interest in our product or service.
How to prospect clients by phone?
The telephone is a basic tool to generate a sale, the problem is that many do not believe it and are afraid of rejection.
It is essential to know that the objective is not to sell in a call, but to transmit the message to prospect the client and awaken the interest of people who want to know more about our product or service.
To understand how to prospect over the phone it is important to follow the following tips.
- Have a professional greeting: Your greeting should be formal as well as smiling and cheerful in order to generate initial chemistry with the client.
- Introduce yourself and introduce your company: Once you have given a good greeting, it is time to introduce yourself and tell them the company you belong to. To prospect clients It is important to bear in mind that at the beginning you should not be specific, but rather that the prospect will be given a first pill of what we do. For example: “NeoAttack is a company in charge of designing the future of companies”.
- Explain the reason for the call: It is highly recommended to begin this explanation with a closed question seeking to get a positive response from the customer. One of the tools for prospecting clients are questions, an action that must be carried out with meaning at all times, it is essential to transmit security and confidence in each of the questions posed so as not to make the prospect doubt your intentions. The goal is for the prospect to answer himself and realize that he needs your help.
- Schedule a meeting: Once you have managed to awaken an interest in the person you have on the other end of the phone, it is time to schedule a meeting to be able to explain the rest of the information.
Offer at least two options and specify a day and time to do it.
More efficient prospecting strategies.
It is a fundamental platform for customer prospecting either B2B OR B2C, since there is a large volume of active users daily.
To know how to prospect clients on social media, the first thing you should know is that it is essential to have a professionally worked profile and with new content as well as updated and thus little by little you will create a community, also a great advantage of social networks is that users can be segmented depending on different interests since they all have tools to be able to locate the customer profile that interests you the most.
▶ Know the client’s company in advance
It is essential to previously analyze the company of the client you are going to prospect, since you must know exactly what it does, what services it offers, if it is already digitized, possible strategies that it develops or has developed to date, the situation of its website, their LinkedIn profile so that you can get an idea of the size of the company and the knowledge of the person with whom you are going to speak.
Doing a preliminary study before making the first call is necessary so that you do not find yourself totally lost and can add value in the phase of customer prospecting.
▶ Communicate assertively
Assertive communication is the most conducive way to be able to speak with a client, since communicating our message with clarity and security generates a perception in the client of respect and credibility.
▶ It has a client management software
Have a CRM that allows you to correctly manage the leads, analyze the metrics, do a good follow-up and have all the information obtained in the different phases of the customer prospecting, it is necessary since without it you do not have a correct organization and you will lose many sales opportunities.
Tips for a good prospecting strategy
✅ Segment your customers
To understand cHow to prospect clientsBefore, you must know the behavior of each one of them, the market in which they operate and their services or products, in order to be able to carry out a correct segmentation based on their interests or tastes in order to get their attention. Once you have managed to understand exactly the segment to which it belongs and have their attention, the customer prospecting It is much simpler, therefore you can achieve the closing of the sale earlier or with greater probability since you will be able to offer him exactly what he needs for his business.
✅ Follow-up made to each client
Once the client the client has already been prospected, but for different reasons he has told you no because he does not have enough money to start or wants to leave it later, it is very important to keep contact and carry out a correct follow-up since that way the client does not forget us and also sees the interest we have in being able to help him.
You must never forget about the client since having that contact base, even if they tell you that not now in the future they can change their opinion.
If you want to learn more techniques on how to prospect clients, do not hesitate to contact NeoAttack.
