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<\/a><\/p>\nTable of Contents<\/strong><\/p>\n <\/a> <\/p>\n As a sales coach, I talk to my students a lot about prospecting and why it matters. Here is the main point I share with them first:<\/p>\n The goal of prospecting is to engage with the customer. You are initially not trying to make the sale; you are engaging first to earn the right to sell.<\/strong><\/p>\n Once I learned that, I was able to get creative in the ways I could engage with the prospect.<\/p>\n Here are some of the things I did that I\u2019ll go into in detail later on in the post:<\/p>\n One important thing to note is that sales prospecting varies across all industries. This is because each industry deals with a different customer, and you must tailor your prospecting to that ideal customer profile<\/a> (ICP).<\/p>\n I\u2019m going to go into a little more detail on this, and then I\u2019ll get to my tips.<\/p>\n The B2B, tech, and SaaS sales prospect foundation is set on consistency. Efficient B2B prospecting ensures a consistently filled sales pipeline, an accelerated sales cycle, and optimized outreach campaigns.<\/p>\n Pro tip:<\/strong> In B2B sales, I knew my prospecting plan had to yield consistency over results. The results of hitting and maintaining quota are essential, but to achieve that, your foundation must be set to manage your metrics effectively. Having a prospecting plan does just that.<\/p>\n In emotionally sensitive industries like these, prospecting requires empathy, curiosity, and genuine listening. Emotional intelligence helps you build rapport with leads.<\/p>\n Pro tip:<\/strong> I don\u2019t have experience in these industries, but I have developed my emotional intelligence in sales. My advice is to ensure that all prospecting channels focus on the customer’s needs, allowing you to personalize outreach with care and build rapport at the first touchpoint.<\/p>\n Prospecting in highly regulated or skeptical industries like these often results in more rejections. It is essential to establish that you are a genuine individual and not someone seeking to make false claims. Your prospect has to know, like, and trust you.<\/p>\n Pro tip:<\/strong> I worked in banking; personalized video follow-up messages after a phone call were always the white-glove service that allowed me to further connect with customers, earning their trust in the business.<\/p>\n Sales prospecting in the enterprise and consulting industries resembles creating a curiosity-driven learning experience. Enterprise buyers expect sellers to know their business.<\/p>\n Effective prospecting is essential here to rely on research, business acumen, and strategic curiosity. Curiosity-driven selling is a thing for a reason, and according to the Global Risk Community, studies show it leads to stronger relationships<\/a>.<\/p>\n Pro tip: <\/strong>While I was working in consultative sales, phone prospecting was crucial because it enabled me to dive deeper into the conversation with the customer. Coming from a consultative approach allowed me to ask the right questions from a curious standpoint, and it made me appear more knowledgeable about the product I was selling. I didn\u2019t come across as salesy, but rather full of worthwhile suggestions based on the questions I asked, and that alone positioned me as the expert.<\/p>\n <\/a> <\/p>\n Regardless of which industry you\u2019re selling in, I\u2019ve learned the best practice is to create a prospecting plan to enforce consistency in your approach. The following four tactics were ones I kept in my toolbox and used regularly. Read on for details and tips.<\/p>\n Email prospecting involves sending personalized or templated cold emails to potential prospects to establish a relationship, schedule a meeting, or spark interest.<\/p>\n In my sales role, I wanted email prospecting to be my go-to outreach strategy because I excel at forming emotional connections through words, and I enjoy writing. I also felt prospects would open up an email before picking up a cold call.<\/p>\n So, I would set aside time every week to conduct thorough research on the prospect to highlight in my personalized emails, and it worked. I would also automate my template emails to have those sent out behind the scenes while I worked on the customized emails.<\/p>\n The results? I consistently booked meetings through email prospecting.<\/p>\n To monitor your email prospecting, here is what I recommend:<\/p>\n Phone prospecting is making cold calls to identify, qualify, and engage with potential clients or customers. Since phone prospecting accounts for the majority of sales activity, you want to be intentional about the calls you decide to make in your prospecting plan.<\/p>\n The rate that made a significant impact on my performance was the connection rate. Instead of worrying about the calls I made, I was trained to focus on the number of prospects I connected with daily. That shifted focus increased my call confidence, allowing me to see the big picture.<\/p>\n Pro tip:<\/strong> With my cold calling, I would base it on the Eat That Frog concept of \u201cdoing the hardest thing first.\u201d If you prefer morning dials, make that your time block; if you prefer evening dials, make that your call block.<\/p>\n Social selling utilizes social media channels to build awareness, foster relationships, and attract prospects, enabling connections and generating leads.<\/p>\n Social selling is powerful when done right.<\/strong> In fact, 92% of financial professionals<\/a> who use social media for business say that it has helped them gain new clients.<\/p>\n Still, social selling faces significant resistance as social media can be challenging to stay consistent with. Sales representatives who utilize social selling typically have an existing following, are extroverted, and are willing to develop their brand to attract prospects and buyers.<\/p>\n It was challenging for me at first, but I started social selling very slowly by sharing the value of the industry I was selling in. I would share articles, tips, and expert advice, and include my takeaways to present myself as knowledgeable and aware of my industry.<\/p>\n Pro tip:<\/strong> The key to social selling is that you must commit to the long haul; you won’t receive prospects as soon as you make a post, nor should you expect your posts to go viral. Social selling takes time, but it can be effective in the long run.<\/p>\n Video prospecting utilizes video as a strategic outreach tool to connect, engage, or educate prospects. I don\u2019t think video prospecting is discussed enough as an effective sales outreach strategy. Like social selling, it can be intimidating, but it\u2019s also extremely valuable.<\/p>\n In my career, I wanted to excel at video prospecting because it allowed me to be creative and effectively showcase my personality, unlike other outreach methods. I learned about video prospecting through Vidyard<\/a>.<\/p>\n I watched several tutorials on Vidyard to learn how to develop sales video messages and took action by incorporating them into my prospecting plan. I would send out five videos a day using the Vidyard platform.<\/p>\n\n
Why Sales Prospecting Matters<\/strong><\/h2>\n
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<\/p>\nWhat Sales Prospecting Looks Like in Different Industries<\/h3>\n
B2B, Tech, and SaaS Sales<\/strong><\/h4>\n
Healthcare and Non-Profit Sales<\/strong><\/h4>\n
Finance and Insurance Sales<\/strong><\/h4>\n
Enterprise and Consultative Sales<\/strong><\/h4>\n
My Top <\/strong>Sales Prospecting Tips<\/strong><\/h2>\n
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<\/p>\nTip 1: Master the art of personalized emails.<\/h3>\n
How to Implement This Tip<\/strong><\/h4>\n
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What to Track<\/strong><\/h4>\n
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Tip 2: Create a sustainable plan for phone prospecting.<\/h3>\n
How to Implement This Tip<\/strong><\/h4>\n
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What to Track<\/strong><\/h4>\n
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Tip 3: Use social selling to build trust before the pitch.<\/h3>\n
How to Implement This Tip<\/strong><\/h4>\n
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What to Track<\/strong><\/h4>\n
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Tip 4: Leverage video to turn cold prospects into warm leads.<\/strong><\/h3>\n
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