A prospect is a potential customer who has been qualified as fitting certain criteria. Prospects fit your target market, have the means to buy your product or services, and are authorized to make buying decisions. A lead is an unqualified contact, while a prospect has been vetted to fit the defined criteria.Jul 7, 2020
How do you identify a prospect?
Start by analyzing your current customer base. Pull out the customers you have found to be your best. Use criteria that points to higher revenue, profitability, shorter sales cycle, etc. From this list, determine what like characteristics these customers have or had in the sales process.
How many calls does it take to reach a prospect?
It takes an average of 8 cold call attempts to reach a prospect. [TWEET THIS] Takeaway: Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale.
How can I get a prospect phone number?
- Call Their Company's Switchboard. A quick company search will usually provide you with the main business number. ...
- Let Me Google That. ...
- Use a Service. ...
- Check LinkedIn. ...
- Make Up an Excuse. ...
- The Out of Office Email Trick. ...
- Ask Your Network. ...
- Don't Let Them Get Away.
How do you make a prospecting call?
https://www.youtube.com/watch?v=rjumh1jezXs
How do you research a prospect before a call?
- LinkedIn. ...
- The Company Website. ...
- Crunchbase. ...
- Your Marketing Automation System. ...
- Your CRM. ...
- Competitor Research. ...
- Various Blogs. ...
- Current Customers.
How do I make a sales call?
- Talk to a decision maker.
- Find the pain.
- Build value.
- Create urgency.
- Talk about what you do.
- Discuss opportunities.
- Attempt to close.
- Handle objections.
How do I make a marketing phone call?
- Greet them warmly.
- Mention the research you've done about their company.
- Drop the name of a mutual connection.
- Reference a company contact.
- Use information from their LinkedIn profile.
- Reference a competitor.
- Bring up pain points.
- Don't be afraid to engage in small talk.
What are the types of sales calls?
- A cold call: A cold call is when a salesperson calls a potential customer with whom they have no relationship to solicit business. ...
- A scheduled call: A scheduled call is the call that occurs after a salesperson establishes a relationship with a potential customer.
What are the 4 essential elements of the sales call?
- A well-designed slide deck. I am going to assume this prospect came from an inbound lead. ...
- Examples or case studies about your product or service. ...
- Third party validation. ...
- Video testimonials.
What are the three types of sales calls?
- Cold Call. This is the process of solicitation of potential customers who have no prior indication of receiving calls from a salesperson. ...
- Warm Call. ...
- Sales Appointment Call. ...
- Follow up Call.
What is a four legged sales call?
"Four-Legged" Sales Calls The account executive is present while products, services, benefits, and opportunities are presented and observes the entire process.
What do you say to a prospect?
Make a statement that demonstrates that you are thinking long-term, that you are different in every way. This is the best thing you can say to a prospect: “My goal is to be doing business with you 10 years from now.” What it's going to take for that to happen is a lot of trust and a lot of give-and-take.May 15, 2018
How do you talk to a prospect?
- Ask a provocative question. When you're trying to get someone to like you, you'll do or say anything to make the other person happy. ...
- Turn off your enthusiasm. The typical salesperson greeting is one we're all familiar with. ...
- Make it all about the prospect. ...
- Seek to understand key challenges. ...
- Talk less.