You may already be aware of this, but to explain how digital can impact sales, we need to contextualize the concept of customer prospecting first.
Therefore, prospecting is part of the sales funnel. That is, the goal of this process is to establish contact with potential customers after qualifying the leads. This is a step carried out by the pre-sales or SDR team.
To be more assertive at this stage you need to define:
The company's ideal customer profile (ICP);
Qualification criteria;
An organized list of leads with segmented information;
Prospecting cadence;
Script of questions that need to be answered by the lead;
CRM platform to manage all prospecting and sales.
To this end, we emphasize the importance of having a singapore whatsapp data Sales Playbook . This is a document that defines all pre-sales, sales, and post-sales processes. It also contains support information for your team, such as training and tips on how to deal with sales objections . The goal is to develop the best relationship to ensure customer success and results.
To complete this topic, we highlight the need to understand the difference between active and passive prospecting. The first concerns the seller's search for contact with the customer. Here, the professional must have sales techniques to generate a sense of urgency and highlight the pain points and demands, even if the customer is not yet fully aware of them.
In the second case, the customer waits for contact. Here, stimuli are developed, with the help of Marketing, so that the customer can establish communication. This is an important tool for making the business more scalable and profitable.
Types of prospecting
For active prospecting, there are outbound strategies, such as Cold Call, Cold Mail, participation in events and others.
In these cases, the salesperson establishes initial contact with the lead, without them waiting for a call or email, for example. Leads are defined by building contact lists that match the company's ideal customer profile.
Although it is an effective strategy, it is necessary to have good arguments to overcome objections, as these are cold contacts.