Prospecting Techniques: Define a Well-crafted Prospecting Plan

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When it comes to sales prospecting techniques, it's difficult to be effective when you don't really know where you're going. This is precisely where a prospecting plan comes into its own: it's a document that brings together the entire prospecting strategy you've defined .

Inside, you must provide at least :

The goals you've set for yourself . What key metrics do you want to track, and what results do you want to achieve from your prospecting? For example, you might want to book X appointments per week, or generate €Yk in revenue per month from your prospecting plan.
The marketing and sales actions you need to take . Ask yourself what prospecting methods you want to use: teleprospecting, field prospecting, digital prospecting, emailing, networking, etc. Also take the time to align with your fellow marketers to find out how their marketing plan can support your prospecting efforts.
Once this prospecting plan is established, you will see it more cayman islands phone number data clearly and will be able to optimize your actions based on the elements it contains.

Need to learn more? Find out how to design your prospecting plan here .

Maintain your prospecting file properly
The prospecting file is the key document where all the information about the relationship with your prospects is gathered . It must therefore contain everything you need to establish contact with your contacts: names, first names, telephone numbers, emails, and all the information you have on your contacts.

If possible, segment it to allow your salespeople to approach the prospects they are most likely to convince . For example, is one of your salespeople more comfortable working with large accounts than with small businesses? Or with prospects who are experiencing a specific problem?

Also take care to check that your prospecting file can be filled with the key information that you collected on your contacts during your prospecting: date when the prospect was approached and/or followed up, themes that you discussed during the exchanges, etc.

Your prospecting file can take the form of an Excel spreadsheet, which you share with your entire sales force, or a CRM. The latter is very useful when you want to automate certain sales qualification tasks.

Design a reinforced concrete sales pitch
Before you head out on your prospecting campaign, you need to make sure you've prepared a pitch that's spot on. And to do this, there's nothing like a sales pitch! This is a document that brings together the various arguments in favor of your product : its features, its benefits for your customers, and more.

This pitch should be customized to the different types of targets you plan to prospect. Also, don't forget to have your team practice this pitch: the goal is for them to integrate it naturally, so as not to sound like they're reciting a preconceived text.

To learn more about this topic, check out how to create a killer sales pitch here .