These days finding the right audience to connect your product with is easier than ever, but there might be some sales prospecting techniques that you’ve overlooked because of how obvious they are.
If you’re looking to give your sales a boost, consider one of these techniques.
Get in front of the camera
These days making a video can be the best way to ensure that audiences engage with your content. Less and less email readers are clicking on links, and videos allow potential customers to get to know the face behind the company’s products or services they are considering. Plus, if your videos are able to effectively combine humor and professionalism, you may even go viral within your industry.
Have a community
Whether you use social media or prefer face-to-face connections, make sure you have a community of people who serve the same audience that you do. This can be a quick way to build referrals between businesses, and will also allow you to learn from others about how they’ve dealt with this market before (and vice versa). Not to mention, by grouping customer contacts, everyone benefits from a larger list.
Consult, don’t sell
Long gone are the days of the hard sell, so your best bet when prospecting for new sales is to act like a consultant rather than a salesperson. This can mean posting content that is meaningful to your audience, making you a source of information, but it should also mean that each time you connect with a potential customer, rather than trying to sell them what you have, see what their needs are and then target your pitch to helping them solve problems.
Become a familiar face
Sometimes you may be able to gain a bunch of connects through social media based on your company’s reputation or your immediate network, but in most cases, when you’re approaching a new customer it is basically a cold call (or email). To better increase your chance of getting a response, build up a history of connecting with that person or company on a social media site. Share and like content, and they’ll already know your name when you contact them.
Get on LinkedIn
If you are not already on LinkedIn, now is the time. This platform has become hugely successful in recent years as a great way to target and connect with a particular sales demographic. Furthermore, they can allow you to host a blog and post content and updates, so that you’ll be able to continue to engage with new customers easily.
Encourage referrals
Whether through social media or in-person, referrals are the best way to get someone interested in your product or service. There are a number of ways to encourage referrals. First of all, you can straight-up offer a gift or discount if someone refers you to a new client, which will encourage people to share the word. If your direct network is providing you with customers, be sure to personally thank every source.
Listen
When a potential customer shuts you down off the bat, don’t give in. There is no need to be aggressive, but rather listen to what the customer is saying, and help him or her understand what you are your product can do that is different. At the same time, if you are getting consistent negative responses, you will be able to better tailor your pitch with each try, until you find what works.
from Darlene Milligan http://ift.tt/1jDU2Cz via transformational marketing
from Tumblr http://ift.tt/1IJThOM
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