The Do’s & Don’ts Of Prospecting Leads
Written by: Zoe Loffreda

Tips & Tricks For Prospecting Sales Leads

Prospecting is a key aspect of Sales Process and should never be ignored. Not only is it the first step in the B2B sales process, but it is also the most important for reaching out to those perfect leads.

So, what is it?

Prospecting is the process of reaching out to potential customers in hopes of finding new business. Prospecting is often the first part of the sales process that comes before follow-up communication, lead qualification and sales activity.

Prospecting is basically showing your client that you have something to offer by showing that you understand their wants and needs, and also knowing details about their industry and/or company.

In simple terms – Research, research, research.

Failing to go through the prospecting process is one of the reasons most salespeople that work in traditional “cold calling” fail. Around 42% of salespeople believe they don’t have the necessary information before cold calling a prospect (Lattice). This failure is caused by salespeople reaching out to low probability prospects who can not be closed. It winds up usually being a waste of time for both you and your lead.

 

✓ Do – Use warm leads
People who have visited your website, downloaded material
Don’t – Use cold leads

✓ Do – Learn about your lead’s company
Use CRMs
X Don’t – Assume things about your lead

✓ Do – Research the person you are reaching out to
91/100 of Fortune 100 companies will use social media websites like LinkedIn to research a candidate (RocketPost)

✓ Do – Organize a list to keep track of who you’ve contacted/when
Don’t – Lose track. Organization is key.

✓ Do – Provide valuable information your lead’s company would find useful
Think pieces, blogs, articles
X Don’t – Do nothing. Leads won’t come to you if you have nothing to offer.

Do – Be a real person : talk, relate, build a relationship built on trust
Prospecting leads is a lot like blind dating → don’t talk about yourself, talk about them.
X Don’t – Sell. Prospecting clients is a lot more than selling.

✓ Do – Follow up
Send helpful information, check in
X Don’t – Forget about your leads.

✓ Do – Remember that no means no
X Don’t – Continue to reach out to your client if they refuse service

Applying this prospecting technique to your company is simple, but will require persistence and dedication. It just requires re-teaching and training your employees and yourself to take more time and attention into your leads.

Using resources available online is a major factor (such as SideKick and LinkedIn) to obtain a better understanding of your leads.

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