1 year ago
July 6, 2016

What Are the Most Effective Sales Prospecting Methods?

Prospecting is often the most dreaded part of sales. But when you use the most effective sales prospecting methods, it can be a breeze. Read on.

Rhys Metler

Your pipeline needs to be constantly filled with prospects if you’re going to meet your sales targets. If you have no one to sell to, you won’t generate any revenue. As a result, sales prospecting needs to be a top priority if success is to be achieved.

Unfortunately, sales prospecting is tough. And it’s usually disliked by sales people. Most calls and emails are ignored and try as you might you can’t get anyone interested in what you’re selling. So you don’t prospect as much as you should and you don’t put effort into trying to improve your techniques because you don’t see the point in it.

But when you use the most effective sales prospecting methods, you can turn a dreaded sales task into an easy one. You can bring a steady stream of qualified prospects to your company so you can get to work and start closing deals.

The most effective sales prospective methods we’ve ever employed are detailed below. Check them out.

1. Familiarize the Prospect with Your Name

Who doesn’t hate cold calls? They’re ineffective and discouraging—and it can be difficult to handle the rejection. But the calls you make don’t have to be cold. You can warm them up by getting prospects familiar with your name or company affiliation. Thanks to the Internet, this is easier than ever before. You can find a shared connection on LinkedIn and ask for an introduction. You can like or comment on the prospect’s status update on Facebook or Twitter. You can interact with the prospect via his personal blog.

Think outside of the box and find ways to subtly interact with the prospect before making that call. When the prospect recognizes your name or your company’s name, you’ll benefit from a warmer reception. You won’t be a total stranger at that point, making your job of sales prospecting just a bit easier.

2. Become a Thought Leader

It can be nearly impossible to grab attention in today’s fiercely competitive market. Prospects are being bombarded by calls and emails from sales reps all the time. How do you stand out? One of the most effective sales prospecting methods you can use is to become a subject matter expert in your field. By focusing on being a thought leader, you can establish your credibility in your industry and increase all-important trust during the sales process.

Some ideas for establishing yourself as a thought leader including writing a blog, starting a podcast or hosting webinars, being active on social media and sharing your thoughts and expertise with the online world, speaking at seminars and conferences, and guest writing for trade publications.

3. Be a Trusted Resource to Your Customers

In any industry, but particularly in niche sectors, word of mouth is critical to your sales efforts. Your customers will share their experiences with their colleagues and friends. If they’ve badmouthing you because you had no integrity, lied, cheated, and were untrustworthy during the sales process, no one they talked to about their negative experiences will pick up your calls.

So make sure to focus on being a trusted resource to your customers. Give them the information they seek during the buying journey. Guide them with helpful advice and recommendations. Be honest, trustworthy, and a stand-up sales person. Be their go-to person for support after the sale.

When your customers like you and are happy with your service, they’ll be happy to give you referrals, which you can then draw on when you’re looking for new prospects.

Today’s sales environment has changed. Now, there are very few aggressive sales tactics that work. Trust and credibility are more important than ever in the sales process. These three most effective sales prospecting methods today focus on exactly that: establishing trust and credibility in order to gain your prospects’ attention.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.