For marketers, there are more ways than ever before to conduct outreach, contact your target audience, and increase sales. With so many different methods available, it can be a challenge to determine which will produce the best outcomes and which ones are worth incorporating into your marketing efforts.
While everyone has their favorite strategies, certain forms of outreach have proven to have a high rate of success. The key is in the variety of methods you employ, and the consistency with which you use them.
8 Proven Prospecting Techniques that Actually Work
While excelling at prospecting still demands mastery of many of the same age-old techniques that worked 30 to 50 years ago, there are new approaches you can take to boost your game.
Here are eight advanced tactics you can follow to secure more sales.
Use a Qualification Framework
To assess which prospects are strong potential buyers, you’ll need to identify the major criteria that you and your salesforce team consider to define a good candidate. Before you reach out to your leads, develop a set of qualification questions to help prioritize your outreach efforts. This way, you’ll discover which leads are worth connecting with, and which can be ruled out immediately.
Create a Lead Scoring System
Don’t let your hottest leads grow cold while you spend time on lukewarm prospects. After you’ve identified which leads are qualified, rank them using a lead scoring system so you can prioritize advancing those most likely to close. Develop a lead scoring system by assigning value based on data pulled from previous lead successes.
Follow your Prospects on Social Media
The best insight on your leads will come from your leads themselves. Scanning their social media channels can help you determine whether or not they’re a good prospect by yielding relevant data. LinkedIn research reveals that social selling influences more than 50% of revenue. Staying informed about your audience’s interests and values can give you a deeper understanding of their needs while simultaneously allowing you to build rapport and win their trust.
Strategically Structure Your Communication
The way you approach your prospects can impact how you close a deal or lose one. Use these methods to discover the best ways to reach out.
- “Wow” them: You don’t need a complex strategy to capture attention. If you’re going to draft an email, go beyond a standard pitch. Instead, use a clear statement of what you do and how you’re different, one that makes the prospect say “wow.” With so many software suites available on the market today, testing emails to see which work best is easy to do. If your outreach involves phone calls, recognize that leads warm up more when you make it personal. Pay close attention to what their needs are, gain a clear understanding of their industry, and research your competitors. By knowing what they want, you can tap into solving their needs and “wow” them with a golden pitch they’ll respond well to.
- Offer added value: With any kind of sales communication, adding value is critical. Leads are more responsive when you win them over with free offers. Consider giving them a free demo or providing a sales guide. Not only does this give you an opportunity for a follow-up later on, but it gives your prospects a chance to become more familiar with your products.
- Use a single call to action: Whether you’re pitching your lead via email or on the phone, ending with a single call to action is key to encouraging them to take the next step. Request a follow-up phone call, another meeting, or ask them directly to buy. When presented with a single, clear CTA, your lead is more focused and you’re more likely to close a deal.
Ask for Referrals
Referrals are a powerful sales prospecting technique that can earn you the credibility you deserve. Word-of-mouth has impact. In fact, when making buying decisions, 91% of B2B buyers are heavily influenced by it. With statistics that high, it pays to be proactive about tapping into your network so you can receive lead-boosting referrals that prospects will value. A testimonial, quote, case study, or social proof can elevate your leads’ confidence in you, ultimately converting them into a prospect. Either way, referrals are a win-win. As a salesperson, you increase your sales with little groundwork involved, and leads adopt your product using word-of-mouth as a preferred and reliable buying strategy.
Consider Using Video
The rise of video is one of the latest trends sales prospecting pros are using as a marketing and outreach tool. Incorporating video throughout your sales cycle can boost your numbers significantly. According to current statistics, after watching a video, 88% of buyers continue to complete a purchase, and 73% prefer to learn about products this way. With video rising in popularity, it’s worth taking advantage of this medium.
Be Well Aware of the Competitive Landscape
To be a sales prospecting pro, it’s critical that you scope out your competition. By keeping a close eye on the competitive landscape, you can rest assured that you are optimally positioned for your intended audience. If you aren’t already doing so, analyze magic quadrant results, follow competitor news, survey competitor websites, and track the latest advancements across relevant industries.
Leverage Marketing Automation Tools
Complement your prospecting strategy with an automation tool so you can nurture your leads and convert stragglers into sales. By using these tools, you can link content distribution, allowing you to get the right message out to the right people at the right time. Automating various processes to optimize your marketing-sales pipeline can convert leads into customers more quickly and efficiently. With the right tool, you can segment groups based on specific criteria, prioritize based on highest needs, generate interest along every step of the buying process, and much more.
Closing More Deals with MarinOne
There’s no doubt that prospecting skills matter. However, with so many opportunities to help you outsource work and automation tools at your fingertips, along with a vast array of software choices to help you work more efficiently, you can multiply your successes and fill your pipeline with an abundance of qualified leads.
Using tools by MarinOne can help your marketing team optimize paid advertising processes, bring in more interested candidates into the sales funnel, and ultimately close more deals. MarinOne is a customizable, enterprise-class solution that can help accelerate your paid media efforts.
Ready to start prospecting for new leads? To learn more about how MarinOne can help you achieve the results you want, get in touch with one of our team experts today.