- Get data on your prospect
- Know your product
- Identify your customer’s pain points
- Set goals
- Segment your audience
- Create an efficient workflow
- Work as a team
Being able to earn your prospect’s trust and respect, as well as convert them into a sales lead isn’t an inborn talent. It’s a skill that can be improved with years, with knowledge accumulated through constant trials and errors.
However, there isn’t a single sales representative in the world who’s never taken advice – everyone needs the basic but priceless tips they can use to work through a problem when nothing else seems to make sense.
Get data on your prospect
Only knowing your prospects email address won’t get you far. Your email should not be a shot in the dark, it should look individual, appealing, and considerate of your recipient’s interests. This will show your prospect that you’ve done your homework. It will also show that you are interested in broader business relations besides just doing a one-time deal.
The best way to collect data is at the email finding stage with the help of email finders with prospect search option (meaning they will find not only the email address but also full name, location, company, position, skills, and any other additional data). However, if you already have an incomplete list of email addresses that you would like enriched, we have written a guide on how to do it.
Know your product
Far too many sales fail to explain or even describe what their product does or how it solves their prospect’s issues. This will be a dealbreaker for many potential customers. You must know everything about your product: what it does, what problems it solves, how it works, who would benefit from this solution.
Once you feel comfortable speaking about your solution, you should study your competitors’ solutions. There’s a high chance your client has already used or is currently using one of your competitor’s products. You need to study your competitors and look at what they lack and you can offer. A good comparison can also help the prospect choose your solution. It should look something like this.
Identify your customer’s pain points
Becoming a problem solver can be what sells you to the client. You need to understand what problems your prospect’s business is facing and present your solution as a painkiller. Once a prospect is convinced, prepare for the next step.
Leaving your client after the sale is a big mistake that will create trust issues. Your job is not only to close a deal but also to ensure a smooth transition to your product. Yes, that means you have to provide any help or answers any questions your customer might have. We’ve written more on pain points here.
Before you even start searching for prospects, set defined goals. This way you’ll be able to measure your performance and have a specific plan, instead of trying to achieve everything at once.
Some of the best goals you might want to set are to reach a certain number of hot leads/customers/loyal users in a specific time frame, to decrease your churn rate by several points, or to reach a specific ROI.
Add new goals as you progress. If you can’t reach a goal and instead just add another one on top, it won’t help your growth.
Segment your audience
Even if you think you have your best audience defined and targeted, there’re always slightly smaller groups you may be missing out on. Don’t be afraid to pursue a few audiences, especially if your product is universal.
Segmentation will help you split your targeted audience into smaller, more maintainable groups and convert them better. Segment by demographics, location, gender, personal preferences and so on. You can find out more about segmentation here.
Create an efficient workflow
Analyze your work process and determine the weak spots. What do you spend the most time on? The most money on? Which processes don’t deliver the results you expect? Can certain processes be automated?
Streamline whatever you can using automated tools and all-in-one platforms that can help you avoid bottlenecks.
Work as a team
What can’t be achieved by one, can be done by a team. Unfortunately, some sales representatives try to go out of their way to handle everything and make a name for themselves. This results in failed deals and loss of potential clients due to lack of expertise, experience, or simply time. Use your team members’ strong sides and delegate.