Prospecting is the same as panning. You have to look for precious stones.
To sell more, you need to get more customers. If you don’t have new deals being started every day, you won’t be able to increase your results.
In the past, to prospect clients, salespeople would use the yellow pages of telephone directories, visit clients door-to-door, etc., among other actions.
A lot of work and the result was not always what was expected.
I can speak from experience. I have worked as a sales representative in the east zone of São Paulo, I have sold online classifieds for email marketing statistics key indicators and average dealerships and many times the time spent visiting a customer and making a sale was not even enough to pay for gas.
But now everything is very different.
Starting with the Tools
There are tools that help you don’t think of this as a bad thing quickly and with a high level of productivity.
The Pcontrol
With Pcontrol , you can activate the Lead Generator for free and it will search for company contacts for you. Quick and easy and I’ll leave the link in the first comment of this video.
In addition to Pcontrol, you must have a Linkedin account.
Since Microsoft bought Linkedin , it has continued to grow in Brazil. Every day, professionals and companies of all types are starting to connect on Linkedin, so you need to be there too.
Sales Script
Now that you have the tools, you beb directory to have a good script. Don’t start making contact without having a script in place.
What is the purpose of your contact?
What advantages do you have that he doesn’t know about?
And the main question you must answer: What problem do you solve?
Create a script, but don’t limit yourself. Adjust it as you see fit. If you don’t have one or don’t know how to start a sales script, click here to download 3 email templates for prospecting clients that you can also use over the phone.
Make contacts
The next step is for you to contact your future customers.
Don’t be afraid, you’re going to get some no’s. It’s part of prospecting.
An important point is that quantity does not mean quality. The more assertive your work is, the better, so you should automate part of the prospecting whenever you can.
For example, you can schedule the sending of emails to your customers. Just organize the sending in small groups and make segmented sendings. Pcontrol can also help with this if you need it.
This is the starting point for those who need to start prospecting clients and don’t yet know how.
The important thing is to get started. Over time, you will need to make adjustments and correct the direction of your prospecting. The more qualified contacts you make, the more knowledge you will have about your customer and the more sales you will make.