Effective sales work begins with prospecting. Unfortunately, many salespeople don’t give this essential step the attention it deserves. Whether it’s because they dislike prospecting or are simply using outdated methods, many sales professionals struggle in later stages of their work because their prospecting doesn’t get the focus it needs.
By focusing on prospecting, however, sales professionals can improve every other aspect of the sales process – and boost their own performance. Here are several ways to improve your prospecting process.
Connect before you connect.
Cold calling is a standby for sales professionals, but it’s not the only way to find prospects. Instead, “warm up” the call before you make it by reaching out to people who already recognize your name and company.
Warm calling requires sales professionals to change the way they network. Focus on landing introductions through a shared connection or following and interacting with a prospect’s social media posts.
Be a source prospects already trust.
Another way to warm up prospects before making a call is to become a source of trusted information in the field. Submitting articles to trade publications, starting a blog, speaking at conventions, or posting thoughtful observations regularly to LinkedIn and similar sites can help establish your passion and professionalism.
When you reach out, this presence may precede you. It can also open other doors, such as opportunities for new jobs or career paths. And it gives you a chance to dig into topics you love, but that you may not encounter daily.
Don’t shun the script.
Some salespeople avoid using a script when prospecting out of fear they’ll sound rehearsed. If you struggle with prospecting because you don’t know what to say or you feel awkward, however, a script can provide reassurance and support. It places the right language directly in front of you, allowing you to listen to the prospect in the moment and respond to their specific needs and concerns.
Considering a Career Move?
Sometimes, prospecting doesn’t only mean finding new customers, but also finding the right position and path for your own career. If you’re looking for a new job or career path, talk to the recruiters at SMR Group. We specialize in connecting sales and marketing professionals to top jobs and employers in the biotech, pharmaceutical, and medical device industries. To learn more, contact us today.