5 Prospecting Techniques That Don’t Work Like They Used to
The Internet is a tool that allows users to research everything about our product or service and that of our competitors, long before consulting with a salesperson. The buyer is able to make a purchasing decision on his own with just one click .
Many companies still focus their marketing and sales actions on the product, when the reality is that, to achieve success, they must position the buyer at the center of everything. What is the profile of the client who buys from you? How much do you know about your buyers? Is the solution you offer the best option to solve their problem or need? Why? How do you start the conversation? What techniques do you use?
Prospecting techniques that no longer work…
Prospecting well executed will allow you to capture potential clients in an appropriate manner. Once we achieve this, it is time to focus all sales efforts on creating a buying interest, but before getting there, how do you generate this interest? Do you approach the client when they need it? Do you call at a time when the prospect is available? Does he/she know you?
The reality is that many of these techniques may be helping you prospect, but how much are you investing in time and money? Or simply haven’t taken the salesperson’s call or read the email.
Here are the 5 prospecting techniques that no longer work as they used to:
- Directories, free and paid listings that other companies in the sector gather : What is the problem with identifying your prospects in these sources? If you have read the first paragraphs you will already know the answer, exactly, not all companies have the same customer profile. Yes, they are free, you will invest time in prospects that you do not know and time is money and if the directories are paid, it adds another expense to the cost.
Cold calling :
If we put ourselves in the profile of a buyer, how would you feel if a stranger called to ask you if you wanted to change your phone company? First of all, why would you change? If you chose it because of its benefits, and if it was at 3 in the afternoon when you were having a family meal, who would take a call at that time? It will depend on the person on the phone, and if it is a salesperson? Cold calls have a very low percentage of finland telemarketing effectiveness (in B2B companies only 1% translates into meetings).
Intrusive emails :
How many emails do design and develop application internals first you receive a day? Not all of them are important and not all of them are useful. We all get emails from companies selling products or offering their services. Maybe they are useful and buy view like we probably need them at some point, but right now that it’s in our inbox, we don’t.
Cold calling : A salesperson who shows up at a doorstep offering a variety of services. The salesperson may spend 5 minutes talking until someone politely or not so politely.
Word of mouth :
Without a doubt, the best letter of recommendation is the opinion of our clients, but what happens if we depend on word of mouth? We would not know how many prospects we have to work with. Word of mouth does not depend on us as a company, it is a reflection of what we do .
