Comment les vendeurs peuvent-ils prospecter de nouvelles affaires dans un marché hautement concurrentiel?

I feel that so many companies still miss the ball on the ICPs:s. ICP is not just industry and size. We need to take it deeper. Some steps to create amazing ICPs: 1. Market Research 2. Customer Segmentation 3. Quantitative Data 4. Qualitative Data 5. Problem-Solution Fit 6. Value Proposition 7. Competitive Analysis 8. Refine and Validate 9. Feedback Loop 10. Alignment 11. Customer Journey Mapping 12. Lead Scoring 13. Content Strategy 14. Sales and Marketing Alignment 15. Measurement and Optimization Last thing, this is not something sales reps should be doing solo, obv.

Who are your customers? If your answer is everyone, than you are selling to no one. The key to success in a competitive market is really to determine who will benefit from your services/products. You can determine the persona / ideal customer profile, of your target market segment. If done correctly, the profile of your ideal customer should guide your marketing messages and efforts, drawing them to you.

First of all, it's important to understand your product and the needs of your customer. Rather than simply trying to sell something, focus on associating your product with the customer's needs and showing them how it can fulfill those needs. The goal of sales is not to sell, but to help the customer see the values in what you are offering and make the decision to buy. The last but most important sales is an art, and the goal is not to sell, but to help the other person see the value in what you're offering and make the decision to buy.

Nonsense! I tried that back then and looked into Aquiese. Where could the product go? Then I started to cross out where I thought my product would not fit. In the end, my first customer meeting was with one of these companies I had crossed out, and by the end of the year some of them had ordered from me. Let the customer decide if your product is right for the job

Open your eyes, Think outside of the box and get away from your computer and stop by the potential customer. Depending on the product or service you are selling. If it has wide opportunities, when visiting a customer stop at each place on either side with the goal of picking up a card/contact. if it is a limited market product ask existing customers who their competition is and follow them up. It is great to do all the searching and planning but at some point you need ACTION! Sales comes from ACTIONS. It is really that simple, More inputs equals More orders. Old school, not sexy but it still works.

Show how your product or service uniquely solves those pain points. Emphasize how you will make their lives easier, better, more productive, more profitable, etc. Quantify the impact. Focus on the key differentiators that set you apart from competitors. What makes you stand out? Back up claims with facts, stats and evidence. Include credible success stories and testimonials. Keep language simple, direct and benefit-driven. Describe the tangible outcomes they will achieve.

Clarity and Simplicity: Keep your value proposition clear and concise. Avoid jargon or overly technical language. Ideally, it should be easily understood in a few seconds. Quantifiable Results: Use specific and measurable results or outcomes to support your value proposition. For example, "Increase your website traffic by 50% in three months" is more compelling than "Boost website traffic." Storytelling: Appeal to your prospects' emotions and tell a compelling story. Create a narrative around how your product or service has positively impacted others, both businesses and decision-makers.

When trying to close deals, finding your USP is very important. Address the following: - Why you are different - Your past experience, successes and case studies - Focus on outcome-based selling instead of feature/solution-based selling - Talk less about your competition and more about yourself. - Create helpful educational content around the problem statement to educate your prospects.

My approach is highly targeted and strategic. It involves aligning offerings with specific industry functions. For instance, if I'm selling a CRM system, I'd zero in on the Sales function and identify the industries where it's the best fit. From there, I'd pinpoint the decision makers within those industries. Then, I'd craft a plan for outreach, combining it with digital remarketing to inspire and prompt responses. This focused strategy ensures I'm reaching the right people with the right solution. Kudos on such a precise and effective approach.

Customers are inundated with information and choices, and the importance of personalized and relevant outreach cannot be overstated. A one-size-fits-all approach to reaching out to new customers often falls flat, as it fails to connect on a meaningful level. Personalization and relevance, on the other hand, are the keys that unlock the door to engagement and trust. When you tailor your communication to resonate with a customer's specific needs, preferences, and pain points, you demonstrate that you understand them as individuals and how they might get help from you. The more you know about your prospect's pain, the more soothing your proposition.

Don't forget - use Multi-Channels: Different prospects may prefer different communication methods. Use all channels. You will quickly understand the best mix for your decision-makers. Content Personalization - super important. Personalize your messages to the role and your own voice + your value message. This shows that you've put thought into your outreach and are genuinely interested in engaging with the prospect.

When you look at the way human beings communicate, the most effective would be a face-to-face meeting. But that never happens from a cold contact. Instead, the telephone is a good compromise because there can be a constructive conversation and you can gauge interest. As one sales manager said to me the problem with email is, it’s very ignorable. Yes by all means use E marketing to bolster your reach but do not expect a lot of response from email. Ultimately, a mix of everything is important. So is an expectation that there will be a lot of dead ends when qualifying.

My approach will always be Multichannel, never put your eggs all in one basket. Cold calling will always be the best and fastest way to reach quota, bit lead nurturing is needed, for familiarity, the cold email plus the LinkedIn connect/DM, and voicemail. That is why sequences exist, to build familiarity so prospects can put a face or voice to salesperson.

By focusing on the right prospecting channels, salespeople can maximize their outreach efforts and increase their chances of success in a competitive environment.

You should consider the preferences and behaviors of your prospects, and use the channels that they are most likely to respond to. For instance, if your target market is active on social media, then social media platforms like LinkedIn might be a good choice. Similarly, if your target market is more traditional, then phone or email might be more effective.

I've spent countless hours fishing. From it, I've learned the importance of routine and persistence. Just as I can't expect to catch a big fish on every trip, I understand that not every prospecting effort will land a client. For my AI consulting agency, I treat prospecting like my fishing schedule. Mondays are for research, understanding the needs of potential clients. Tuesdays and Wednesdays are for outreach, casting my "line" through calls and emails. Thursdays are reserved for follow-ups and Fridays for reviewing the week's results. I set goals, like "Contact 20 agencies this week" or "Secure 5 meetings by month-end." Every Friday, I assess my week's "catch", seeing where I succeeded and where the fish slipped away.

This is one of the key areas where so many people drop the ball - by not having prospecting built in to their weekly schedule. Result? because there's always something 'better' to do than spend time getting rejected, prospecting, the activity that drives everything else, gets left. It only gets picked up again when the pipeline and diary are almost empty. What a lousy time to prospect - when we're desperate!

This needs to be built into your schedule in order to be used effectively. It can't just be a one-time event but needs to be something that is consistently done.

Creating a well-structured prospecting schedule is essential for maintaining consistency and achieving your sales and business goals. Remember that prospecting is an ongoing process, and building meaningful relationships with potential customers takes time. Consistently following your prospecting schedule, tracking results, and making data-driven adjustments will help you achieve your sales and business objectives.

Imagine a world where you never have to worry about running out of leads. You wake up in the morning, and your calendar is already booked with appointments with qualified prospects. You know that your pipeline is full, and you're confident that you'll hit your sales goals. This is the power of a well-planned prospecting schedule. My top three good practices: -Use a prospecting tool. There are a number of prospecting tools available that can help you automate your prospecting tasks and track your results. -Mix things up. Don't rely on just one prospecting method. -Be persistent. Prospecting is a numbers game. Don't get discouraged if you don't get results immediately.

Make a plan to stay top of mind with prospects. Set reminders to follow up regularly via email, phone, or in person. Share valuable content like articles, whitepapers, or videos tailored to their needs. When following up, always add value. Provide new insights or ideas. Ask smart questions to better understand their challenges. Offer demos or free consultations to showcase how you can help. Use a CRM to track interactions and create personalized nurture campaigns. Segment prospects based on interests and send targeted emails. Track opens and clicks to see what resonates. Connect on social media and interact regularly. Comment on posts and share content. This expands your touchpoints.

Your job as a seller is to build and nurture a holding pattern of Suspects. So this talk of prospect is to soon! A buyer begins their journey not knowing who you are. You can educate them with content, be present online and offline whilst building trust. When they they signal intent, then you can call them a prospect. My advice is nurture suspects...the buying process begins much earlier than it used to. Good luck!

Helpful Insight: Diversify your follow-up methods. A mix of emails, calls, and social media touches keeps your approach engaging and adaptable to diverse preferences. Disagreement: Relying solely on automated sequences lacks a personal touch. Authentic connections often require personalized interactions. Generic emails can feel impersonal and might not resonate with your prospect's specific needs. Example: A tech firm automated follow-ups and saw diminishing responses. Shifting to a blend of automated touches for consistency and personalized messages led to increased engagement and conversion. In nurturing, it's the balance between automation and personalization that truly cultivates lasting connections.

Following up and nurturing prospects is a critical component of successful prospecting. It's essential to maintain consistent communication with your prospects, offering them valuable information and solutions that guide them through the sales cycle. Utilizing various channels and formats to keep prospects engaged is key. Additionally, a CRM system or similar tool can help you effectively manage and organize your prospecting activities and interactions, ensuring no opportunities fall through the cracks. By nurturing prospects patiently, you increase the likelihood of turning leads into valuable customers.

Effective prospect follow-up includes personalized messages, timely responses, and valuable insights. Use CRM tools to stay organized and tailor your approach. Consistent communication and providing solutions build trust. Adapt your strategy based on prospect engagement, and guide them toward the next steps. Remember, nurturing prospects is about building relationships and demonstrating your commitment to their success.

Establish credibility by providing social proof like testimonials, case studies, and client lists. Highlight relevant experience and expertise. Ask insightful questions to learn more about their challenges. Then actively listen without interrupting. Validate their concerns by restating them. Share relevant ideas, content and solutions tailored to their needs. Don't pitch yet, just demonstrate you can help. Be transparent about your offerings, pricing and process. Provide options vs. a one-size fits all approach. Follow up promptly and do what you say you will do. Reliability builds trust over time. Avoid high pressure sales tactics. Let prospects move at their own pace without pushing for a hard close.

Just find your voice, add your prospects on Linkedin, and start teaching them things about their challenges and how to fix them. Trust me, the deals will come. Good luck! 🦄 Ps. If you need help, I am a DM away!

A referral introduction builds trust. The trust your referral source has for you transfers to your prospect. You arrive with trust and credibility already earned. You learn first-hand what the problems are, what's already been tried, what's the sales strategy, how decisions are made...and more.

You will build more trust with buyers through the questions you ask than the things you tell them. A Stanford University study showed that when “elaboration questions” were asked, it helps the asker (ie: salesperson) understand other’s viewpoints. The study also found that these types of questions helped the person being asked (ie: the buyer) be more receptive to other ideas- even if they are contrary to their own. Another study from Harvard University how disclosing information impacts the human brain. The functional magnetic resonance imaging (fMRI) showed those who answered questions that required them to state their opinions “increased activity in the area of the brain associated with reward and pleasure.”

Building trust and rapport with your prospects is fundamental to successful prospecting and ultimately converting leads into loyal customers. Trust and rapport take time to develop. Patience and a genuine desire to help your prospects achieve their goals are essential. Building strong relationships can lead to not only conversions but also long-lasting, mutually beneficial partnerships.

Craft a compelling value proposition tailored to your customers' needs. Highlight your competitive edge. Identify your ideal customer profile. Research to find the best-fit targets. Use multiple prospecting channels - cold calls, emails, social media, events. Diversify efforts. Build relationships and trust before asking for business. Be helpful first, salesperson second.

Prospecting for new sales can feel like a daunting task with so many potential customers and services to offer, where do you even start? I believe, taking a strategic approach is key. Start by being clear on your ideal customer profile - what pains are they experiencing that your services can solve? Once you have this dialed in, get smart on where these customers hang out, online and offline. Join their groups on LinkedIn, get to know influencers in the space, and attend their conferences. From there, it's all about high-value outreach. Lead with insights. By nurturing relationships over time, you can build a strong pipeline of prospects ready to buy when the timing is right.

Be visible and let potential customers find you! Share posts on social media, like this one on Linkedin, to build trust. Share your knowledge

From an organization / leadership POV, it is critical to communicate expectations, establish / track against defined metrics, and assess performance against those expectations. Some organizations may choose to include prospecting activities in a comp plan, but this is ill advised. A "new logo" metric is fairly common though, and should receive more and more weight depending on how involved with "hunting" a seller is.

Above all, be creative. Too many sales professionals use the same strategies to prospect that their competitors are doing. Step out of your comfort zone and be different, albeit professional. Use video messaging, direct mail and referrals as primary sources of new business, and you'll easily stand out from the crowd.