3 good practices to connect with your prospects

[Ehsanuls55]

It is estimated that in Latin America, cold contact campaigns (outbound marketing) have a response rate of less than 1%. Yes, 1%! Which leads us to think… what are we doing so wrong that there is so little interest in what we propose? Is it what we sell or is it “how we sell it”? In this post we will talk a little about prospects, their profile, their interests and we will present 3 good practices to find them and increase the response rate
What are prospects?
Just as marketing works with market segments or customer prototypes (which are imaginary buyers that represent a universe of people with a similar profile), sales areas work with an eye on the prospect.

The prospect is the potential client, no more and no less. A person of flesh and blood, with a name and surname, ID, blood type, etc. And who also has an important or determining role in the purchasing process (is the decision-maker), has a specific need linked to our offer, and has a budget to be able to cover the cost of our solution.

What do prospects want?
In most markets or sectors, prospects are constantly being “attacked” with sales pitches from different suppliers. The it directors managers email list more decision-making power the prospect has, the more barriers to entry he or she will put up (secretaries, assistants, etc.) to reach him or her. The reason for these barriers is simple: the more decision-making power he or she has, the more companies will be competing for his or her attention.

The problem is that proposals tend to be very similar to each other. It's hard to find proposals that really stand out, and then the prospect's job becomes quite boring in that sense, so they tend to lose interest quickly if there's nothing in the proposal that catches their attention.

On the other hand, an executive with decision-making power in a large company will always be willing to listen to a proposal if it is different, original, unique. A proposal that offers true value, that offers a different perspective: Because it is in their essence (in that of the executive and in that of the proposal) to seek improvement.

Another important aspect is that prospects want you to talk to them about their problems and how you can help them solve them, not about how good your product or service is

Increasingly, prospects value salespeople who don't approach them with the typical direct salesman style of talking a lot and listening a little. Instead, it's helpful to have an educational approach to conversations, with strong listening, like an advisor or consultant who listens to you to help you understand your problem and find a solution together.