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10 tips will drastically improve prospecting strategy .pdf



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Title: 10 Tips That Will Drastically Improve Your Prospecting Strategy

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31
Jan 2018

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10 Tips That Will Drastically Improve
Your Prospecting Strategy

Prospecting Services

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Ankit Sharma ⋅ 0 Comments

Getting your sales pipeline running smoothly is the blood of your company. If you don’t do
prospecting, there will be no leads and no interest in your company. Since that is your first
inlet and outlet of the company it is essential to go through how best things can be managed.
Prospecting is the process which brings in leads and encompasses the closing part also.
Investing in and using your prospecting strategy properly will greatly help in keeping up with
your goals. Gaining the edge over the competition requires regular and successful
prospecting. Here are some tips for the sales reps to follow for better sales prospecting:
1.

Defining targets:
Instead of throwing a net in a wide ocean hoping to catch something, focus where you
can get something for sure. Focus on the kind of leads or prospects you’re aiming to
target. This is a crucial step as it decides what kind of prospects you will be getting in the
process.

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2.

Getting the message across:
Your entire sales reps team should be spreading the same message across for
prospecting. There should not be mix-ups or variation between what is being sent out to
the public. This leads to confusion in the clients and you’ll definitely end up losing out on
good clients. Additionally, it can also affect the number of deals closed by the sales team.

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3.

Using storytelling:
Use your sales team in such a manner that people find them engaging instead of like every
other sales rep. Yes, it is essential to get your facts and figures about the products across
but it is also essential that people want to buy it. Help the sales team develop stories that
can help the prospects in deciding how the product will help.

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4.

Using referrals:
Everything doesn’t have to scratch from marketing every time. If you have a referral
system use it by all means. Using referral not only gets more prospects but can lead to an
exponential increase. Ask your sales reps to call and email for referrals. The better
method here would be to create an incentive based embedded referral system in your
app. Referral system work best when used in this manner.

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5.

Using great content:
Publishing topics that can offer valuable information to your prospects is another way to
attract more. There are a number of things that should be taken care of here. Use quality
content and publish regularly so that you can keep your prospects engaged. Eventually
this builds up a nice follower base where you can get conversions as well. This is a smart
yet less pushy way to get the attention of your audience.

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6.

Using social media:
Social media campaigns have a much better chance of getting your prospects’ attention.
This is because of the usage levels and ease of access. Everyone uses social media but not
everyone might be reading your content or emails. Social media can prove to be a very
effective means of mass communication. Using ads across giants like Facebook and
Google can prove really helpful as well. Social media marketing campaigns work really
well because of these factors. Additionally, there are different suited ads and practices
for different purposes.

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7.

Using Personalisation:
Using the concept of personalisation for prospects will help in greatly attracting a lot of
people. personalisation can help in delivering more user-friendly content across all your
prospects. With more content tailored as per the person receiving it, more is the
engagement rate. Use personalisation in prospecting as and when possible, for maximum
productivity. It makes people feel less as a part of an audience and more as a direct
receiver. Things like using names, or social media information to deliver better suited ads
are an important factor or personalisation.

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8.

Using Automation:
Prospecting is a time-taking practice. Automation can help in the prospecting really
effectively. Automation can help in delivering personalized content to all of your
prospects. Rather than putting in manual effort which can be automated, use automation
tools to solve this problem. Automation lets you focus more on productive tasks and
strategies rather than doing everything manually.

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9.

Be open to new ideas:
Restricting yourself to old ideas and not evolving with time is self-harm. Check out all the
latest trends in the market to make your work easier in any are you’re using in marketing.
Additionally, be open to what newcomers and other employees have in mind and act
accordingly. There is a lot of variety in tools and processes available for majority of steps
in marketing and having a second opinion will only help your case. Listening to new
opportunities, new tech options, tactics and strategies can sometimes take you further
than old and traditional steps

10.

Follow up and analyze:
All your prospecting goes to waste if one doesn’t follow up. Following up is the most
important part of marketing and should be done appropriately. Teach your sales reps to
make following up a priority because the process of prospecting is incomplete without it.
Closing deals requires one to follow up with the people interested. Analyzing the people
to follow up is another activity that improves productivity and efficiency of prospecting.
Knowing which people to target, based on job profile, company name, and location and

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