Prospecting is an important part of your marketing strategies and in fact the first one. Generating high-quality leads is all a result of being good at prospecting. Even if your job is only lead generation, it does not necessarily mean that prospecting efforts should not be coming from your side as well. Filling up your sales pipeline is challenging. Even though marketing has incorporated automation and inbound marketing, there are still ways to go for properly implementing the conventional prospecting methods.
1. Book time in your calendar to prospect every day:
Through prospecting, you’re essentially establishing new connections. This is as essential as socializing in your life. Without prospects for your company, there will be no lead generation and no revenue. It is the most important part of sales marketing. It is essential you realize its role and importance in the marketing strategy of your company and act on it accordingly. Reserve the time and energy required for prospecting in your day, especially. Set a weekly plan and goals for your prospecting needs and execute and reap the benefits accordingly.
2. Find and focus on your target market:
It is not possible to reach your goals if you start out unfocused and aiming for a bigger crowd. Focusing and planning are required if you want to be successful at prospecting. Carry out research and get insights into what kind of profile could your ideal customer have. Create lists for all kinds of prospects, like the best, worst, most profitable, and so on and work on it accordingly. Assuming that it will work out with prospects just because they belong to a particular group or company is wrong and will not give you results. Based on such things, figure out the businesses or clients that fit your ideal requirements and use them accordingly. By using such techniques you focus on the foam instead of the underlying mess.
3. Actively work on your call lists:
After getting the lists of warm leads and calls, the next step should be to sort them in priority. Engage prospects on these lists every day as and when possible. Analyze where they could be in their decisions by the questions they ask or if there is some additional information you could send. If you have a webinar or seminar coming up to clarify doubts or provide additional information then it is a good idea to invite them there. Afterwards, just keep in touch and work on the warm leads accordingly.
4. Ask for Referrals:
Referrals work like a miracle if you have a proper business model established to generate revenue. The referral system acts as a self-repeating prospecting tool. It has been observed that the ideal time for asking a customer for referrals is immediately after the sale because of experience is still fresh in their mind and they would want to share it with others. Their willingness to share and let other experience depends on the experience they themselves went through. Like a professional marketing person, keep in touch with the people who have used the company product or services to ask if they’re satisfied with the services or products.
5. Building your social media presence:
Social media prospecting and social media lead generation is the most effective form of reaching your goal in these fields. Social media usage has enabled the mobile platform to go up in terms of usage enabling an entirely new level of online presence for companies and very accessible. It has been observed that companies having blogs have 55% more website visitors and 57% marketing people acquired customers via blogging also. Similar and higher numbers go for customer acquisition for social media platforms like Twitter, Facebook, LinkedIn among many others. We have covered the benefits of social media lead generation on our blog, ‘Future of Social Media Lead Generation’. Just find where your customers are and based on whether you’re B2B or B2C, just make a company profile and proceed.
6. Send great content to Prospects:
Having proper content for your site or company, in general, affects the lead generation and prospecting in a big way. Several surveys also prove this as content engagement is a big factor in leading clients to your website. Also, it was noted that instead of focusing on the customer requirements and demands, the companies that focused solely on the company products were less likely to have the lead. This was because of lesser demand generation as a result of bad prospecting efforts. It is important to focus on the customer and communicating. Content has to be good and get customer engagement and generate genuine customer interest.
7. Follow up:
Following up is as essential as having contact the first time with your user base. Following up is essential as you want to be sure that the customer is happy with the sale of products or services offered. It can be in the form of follow up calls, emails, meetings, and so on. Using the CRM system will help you manage such activities as it is not an easy task to manage these manually.
Using proper lead generation and prospecting tools is also as important as these steps. Many companies offer software to assist in prospecting for filling up the sales pipeline. AeroLeads prospecting software can be of great help when trying to get more and more customers. Using the power of social media, the software leverages your searches to gather the list of people who you could be interested. With a chrome plugin and software, all of your prospecting efforts become one too manageable. The number of people who use lead generation and prospecting software like AeroLeads notices a definite change in their company revenues and user base. AeroLeads prospecting software is the leading all-rounder software to cover your prospecting and lead generation efforts and is worth checking out and using.