Prospecting is an essential part of the sales process. It involves identifying and contacting potential customers with the goal of generating leads and ultimately making sales. The success of a salesperson is often determined by their ability to effectively prospect and build a strong pipeline of potential customers.
For example, a real estate agent might prospect by attending networking events, sending personalized emails to potential buyers, and using social media to connect with people looking to purchase a home in the agent’s area.
Sales Prospecting Strategies
There are several key strategies that can help salespeople effectively prospect and generate leads.
Understand Target Market
One of the most important is to develop a strong understanding of your target market. This means researching and understanding the needs, wants, and challenges of your potential customers. This will help you identify the right people to contact and tailor your messaging to their specific needs.
For example, a salesperson at a tech company might research the needs and challenges of small businesses in their area. And use that knowledge to tailor their messaging and target their outreach to those specific customers.
Reach Out To Potential Customers
Another important strategy is to use a variety of techniques to reach out to potential customers. This might include networking at industry events, sending personalized emails, making phone calls, and using social media to connect with potential customers.
By using a mix of techniques, you can reach a wider audience and increase the chances of generating leads.
For example, a salesperson at a B2B company might use a combination of email, phone calls, and in-person meetings to connect with potential clients.
One of the challenges of prospecting is overcoming objections and resistance from potential customers. This is where strong communication skills and a thorough understanding of your product or service can make a big difference.
By being able to clearly explain the benefits of your offering and address any concerns that potential customers may have, you can overcome objections and move closer to making a sale.
For example, a salesperson at a health and wellness company might encounter customers who are skeptical about the effectiveness of the company’s products. In this situation, strong communication skills and a thorough understanding of the product can make a big difference.
Prospecting is not a one-time activity, but rather an ongoing process. It’s important to consistently review and update your prospecting strategy, and to track your progress and results. This will help you identify areas for improvement and ensure that you are continuously generating leads and making sales.
In conclusion, prospecting is a crucial part of the sales process. By developing a strong understanding of your target market and using a variety of techniques to reach out to potential customers, you can effectively generate leads and move closer to making sales.
Overcoming objections and consistently tracking and refining your prospecting strategy are also important for success in this area.
If you are a sales professional or marketing executive, you will undoubtedly face difficulty in targeting SME companies. Well, you can easily reach out to mid-large companies due to their social media presence.
But when it comes to small and medium-sized companies, targeting them seems like a tough row to hoe. That’s why, we have curated this blog to help YOU better understand how to target SME companies.
So, without any further ado, let’s get started.
What Does SME Stand For?
SME stands for small and medium-sized enterprises. These are the businesses that keep revenues, assets or the number of employees below a certain limit. Each country has its own criteria for what constitutes a small or medium-sized enterprise. Certain size criteria must be met, and the industrial sector that a company operates in is considered as well.
The SME companies are a critical part of the economy. These type of companies include every type of businesses that are running on a small scale or on a medium scale. They operate in a range of industries including manufacturing, retail, construction and more.
Indian SMEs – Backbone Of Economy
In a time of global uncertainty, India is changing. And if you look around the corner, chances are you’ll get a glimpse at an emerging India powered by small and medium enterprises (SMEs).
There are two main categories of SMEs in India, which are based on the nature of business. These are: Manufacturing Enterprises (involved in the production of goods throughout a variety of industries), and Services Enterprises (invest in equipment and provide services).
In terms of GDP contribution, SMEs in India currently contribute about 6.11% of the manufacturing GDP and 24.63% of Service sector GDP. The number of SMEs in India is estimated to be at 42.50 million (95% of the total industrial units in India).
SME sector of India is contributing to 45% of the Indian manufacturing output, 40% of India’s total exports, employing 80 million people (40% of India’s workforce), and produces more than 6000 products for the Indian and international markets. (Source – Evoma)
Clearly, Indian SMEs play a significant role in accelerating the economic growth of the country.
Now, moving further on how you should target these SME companies to increase your business revenue.
How To Target SME Companies In India?
There is no one-size-fits-all approach while targetting SMEs – so we are going to talk about a few approaches that will definitely work for you.
Generally, enterprises or large companies are reachable via emails or even the decision-makers in these companies are highly active on the professional patforms. And, in case of SMEs, the decision-makers are owners or directors who are less likely to revert you on your emails.
But now, with just one click you can reach out to SMEs. Sounds like a miracle, isn’t it?
You might heard about LinkedIn Sales Navigator platform for prospecting. So, this is the one approach to target small and medium-sized businesses.
And the another one is just like a magic wand for the advanced targeting of these companies. Here, we are talking about the Prospector platform that gives you access to more than 13 lakh SME companies in India. It will also provide you the contact data of their directors.
Let’s move further to explore how these platforms work.
(1) LinkedIn Sales Navigator
Step 1: Log in with your LinkedIn Sales Navigator account. Click on the Sales Navigator icon at the top right corner of the home page.
Now in the search option, you will have two types of filters for targeting. One is a lead-based filter, refers to an individual profile and the other is an account-based filter that means a company profile.
Step 2: Click on the “Account filters“.
You will get all the sub-filters associated with it, such as Annual revenue, Company headcount, Headquarters location, Industry, etc.
Step 3: Suppose you want to target the SME companies of manufacturing industry. So, select “Company headcount” 1-10 and 11-50. Set “Headquarters location” as India and choose the “Industry” domain as manufacturing.
Step 4: After selecting these filters, you will get more than 230K search results on the right side of your dashboard. Now if you want, you can select all these companies or choose as per your requirements.
You can use the Academy Scraper tool to get your targeted list in an excel sheet and download it.
After getting a huge list of your targeted SMEs, you can reach out to them via Mr. E by EasyLeadz, the B2B contact data provider. It provides you the direct phone numbers of the potential decision-makers on the platforms like LinkedIn, ZaubaCorp, InstaFinancial, and Tofler.
(2) Prospector Platform
EasyLeadz’s Prospector platform gives you instant access to a large number of leads. Moreover, you can instantly view the contact details of these leads and also download the thousands of leads in just few minutes.
This platform comes with filter options like Keyword, State, Company Age, Industry, Company Type, and Paid Up Capital. You can target companies as per your targeted criteria.
With this prospector platform, you can get an access to more than 13 lakh SME companies in just a single click and also the contact details of decision-makers in these companies.
How Does It Work?
Use Case 1: Suppose you want to target hotels that are based out of Chandigarh. Now, in the keyword section, enter the word “hotels”. Choose the state as “Chandigarh” and click on the “Search” button.
You will get a list of 694 companies in the hospitality sector in less than a minute. This is the magic of the Prospector platform.
Now, to get this list you can select all the companies or choose as per your requirements and then click on “Save contacts in bulk”.
After clicking on it, you get an option to save the list either by creating a new list or adding this list to an existing list. You can also select the number of people per company. Now, click on “Save Changes”.
If you want to get the direct phone numbers of the decision-makers in these companies, then click on the value provided under the column “Total People”. Once you clicked on it, you will get the details of the decision-makers.
Now, click on “View Number” to see the director’s contact number.
Use Case 2: Suppose you want to target the “consumer electronics” industry with paid-up capital up to 5 lakhs. Enter the required inputs and click on the “Search” button. Now, the high-quality data of 791 companies is in front of you.
Use Case 3: Suppose you want to target companies that have more than 25 years of age and from the manufacturing sector. Here, select the company type as “manufacturing” and company age “25+”. Click on the “Search” button and you will get the data of 46594 manufacturing companies.
Thus, you can easily reach out to SME companies all over India with one single click.
If you want to book the demo for the prospector platform or purchase the subscription for it, click here.
What Is Sales Prospecting? – Techniques & Expert Tips To Succeed
Imagine you’re standing in the middle of a desert and don’t know where to find water. You have to search and dig around until you find it. Now you’ve got a sense of what sales is like without any prospecting strategy.
Prospecting is one of the most important parts of any salesperson’s job. It’s what helps you build relationships with new customers. It can ultimately mean the difference between whether your revenue is up or down this quarter.
Moreover, the best prospecting techniques help you connect with the right people at the right time togenerate more leads for your sales pipeline.
In this growing sales landscape, we’ll explain what is prospecting in sales and why it’s vital for business growth and success. We’ll also share expert tips for successful prospecting that help you reach more potential customers and close more deals.
What Is Prospecting?
When you’re in sales, it’s vital to find customers who need your product or service – people who will buy from you, not your competitors. This process of finding potential customers or buyers for your products or services is called “prospecting” or “sales prospecting”.
Sales Prospecting can be done in many ways and through different channels, including:
Cold calling/emailing out of the blue to companies you don’t know at all.
Direct mail campaigns to businesses based on data or other public sources.
Online Advertising (including Google AdWords) to specific audiences that fit your business model or product offering.
Prospecting in marketing includes activities like social media marketing, pay-per-click ads, content marketing, or newsletter.
Who is a prospect?
A prospect is a potential customer that has been identified by your sales team as a person or company with the ability to buy goods or services from your organization. A prospect becomes qualified when they meet certain criteria outlined in your company’s ideal customer profile.
For example, if you provide database services to B2B companies, your prospect is the top management or decision-makers in those companies who can make the purchasing decision.
Difference Between Sales Prospect & Marketing Prospect
A marketing prospect is someone who has demonstrated some measure of interest in your product or service, but they are not ready to buy at this point in time. They may need more information, or they may need to see how you deliver on your promises before making a purchase decision.
On the other hand, sales prospects are ready to buy now. They have already done the research and know how they will use your products or services. They just need to talk with you about specifics and negotiate pricing.
Before moving further, we would like to tell you that there is a bit difference between the lead and prospect. A lead is an individual who admires your product. But, a prospect is someone who can afford the product.
For example, a school student interested in your product. He appreciates your product on your every social media handle but cannot buy it for the next few years. This is a lead.
On the other side, the father of that student who also likes your product and earns a decent income to purchase it for his son will be a prospect for you if he has already talked to your sales team.
Sales prospecting is the process of identifying potential prospects and reaching out to them to determine their level of interest in your product or service. It is done by your inside sales team and/or your field sales team, depending on the type of business you have.
Sales Prospecting Process
The process of sales prospecting includes the following phases:
The first step in sales prospecting is research — knowing where the best prospects can be found and how much they’re worth to your company. This information will help you decide which prospects are worth pursuing and how much time and money to invest in each one. This will also let you know the quality of the prospect.
You can evaluate the prospect by using preset qualifying dimensions and keeping track of them through a CRM.
Once you know where your best prospects are, it’s time to reach out and connect with them in person or over email/phone/social media/etc. Start by inviting them to an upcoming event (if relevant), then follow up with more information about why this event would be valuable for them.
You will come across the gatekeeper at this stage who guards the way to a decision-maker.
(3) Discovery Call
Once you’ve reached a gatekeeper and identified prospects who seem interested in what you offer, schedule a time for an in-person discovery call. Ask them the right questions during the discovery call so that you can learn more about their needs and goals.
(4) Educate and Evaluate
After a discovery call, evaluate the needs of the prospect. It is really important to evaluate as this will tell you how much the prospect needs the product. You will come to know about the pain points of your prospects and their objections while making a purchasing decision.
As you got all the information you need about your prospects, turn them into paying customers by pitching them the value you are offering. This will result in one of two outcomes: Closed-won or Closed-lost.
Why is sales prospecting important?
Sales prospecting is the key to success in sales. It helps to generate leads, build a relationship with your prospects, learn about their needs and wants, and build a healthy pipeline.
In fact, it is a step in the sales process where sales representatives contact potential clients to initiate the buying process. Essentially, it takes place when there’s no solid lead for a sales representative to follow up on.
The goal of prospecting is to build a relationship with prospective clients and open communication in order to have those clients refer prospects who can progress through the sales cycle.
How To Prospect For Sales?
Here are some tactics that will help you succeed at sales prospecting:
(1) Research your prospect and their business
You have to research your prospect and their business before reaching out to them. Research helps you understand their needs and how they might benefit from your product or service. This makes it easier for you to build rapport with them and turn them into a customer.
(2) Prioritize your prospects based on the possibility of purchasing your product
When you are developing your pipeline, it is important to prioritize your prospects based on the probability that they will purchase from you. You can use a lead scoring method that assigns points based on various criteria. This allows you to focus more time on developing relationships with those who may become customers sooner than others who may not be ready.
(3) Make a personalized pitch for each prospect
Don’t send out one generic letter or email blast to everyone on your list. Instead, customize each message so it feels personal and relevant to each individual person on your list. It will pay off in terms of response rates and conversions down the line.
(4) Review your prospecting process to see what you can improve you can improve
Do not forget to evaluate which activities generated prospects during the prospecting and which wasted time. Maybe there’s something unnecessary in your process that takes up too much time or doesn’t yield enough qualified leads. So, always ensure that you’re spending time on activities that will bring in results, and review your prospecting process regularly.
Sales Prospecting Techniques
Now, let’s explore some techniques from the sales desk for qualifying prospects and winning more sales.
Do your research properly
Research all aspects of your market and industry, including the demographics of your target audience, the best channels for reaching them, their pain points, and how those can be solved by using your product or service. You should also have a good understanding of their buying process and their decision-making process.
Set an Ideal Customer Profile (ICP)
Once you have the required information, use it to create an ICP that includes all the information about who would be most likely to buy from you and why they would want to do so. Your ideal customer profile is your vision of the ideal prospect for your business. It helps you stay focused on the right people in order to find more customers who fit this description and are interested in buying from you now or in the future.
Understand the Company’s Internal Structure
Understand the internal structure of the company that you want to sell your products or services. This will help you determine who are the right people to talk to in order to get the business. You need to find out who are their decision-makers, who are influencers, and who has authority over budget allocation.
For example, if you’re selling software as a service (SaaS), then you want to find out whether prospects are IT managers or information technology directors. This will help determine what level of budget they have and whether they care about cost versus performance and features.
Set your goals before reaching out
You should set clear goals with respect to sales before reaching out. You should know what exactly you want from these meetings? Do you want them as customers or just leads? What is it that makes them qualified enough for you? All such factors should be taken into consideration before reaching out to anyone for any kind of meeting or discussion.
Identify prospects’ pain points
A prospect has a problem that can be solved by your product or service. If you understand their pain point, then you can sell them why they need to buy your product or service to solve it. Use the following techniques to uncover their pain points:
Ask open-ended questions like “What do you want?” This will help you understand what they want from your product or service and whether it will actually solve their problems.
Ask questions about their business goals such as “What do you want to accomplish with this product/service?” This will help you understand how your product or service will help them achieve their goals.
For example, if you are selling cloud-based accounting software, you need to find out what kind of problems your prospect has with his/her current accounting system. You can also ask about their previous experience with accounting software and what were their major concerns.
Use sale triggers
A sale trigger is something that causes a prospect to make a purchase decision, such as a purchase offer or other incentive (like an exclusive discount). Use the kind of triggers to increase your conversion rate by using them at key points in your sales process. The higher number of triggers you use during the sales process, the greater chance of closing the deal.
For example, if you are selling a cloud-based accounting software and want to sell it to small businesses, a possible sales trigger can be:
If your prospect is struggling with cash flow management, show him how the new accounting software will help him monitor cash flow in real-time (and thus reduce stress).
Create a Personal Brand
Your personal brand is what your business is all about. It’s how you want to be seen by the world and how you want to be remembered. So, make sure it’s something that inspires people to buy and get involved with your business.
This can be accomplished by taking control of your brand story and telling it consistently across all channels (social media, website, email marketing) so people know exactly who you are and what value you provide before they ever even meet you in person.
Keep assessing your results
Sales reps are always looking for ways to improve their skills so that they can achieve better results. And in order to do this, they need to assess their current performance level and set goals for improvement.
Expert Tips For Targeted Prospecting
Here are some tips from the sales experts for the targeted prospecting.
It’s important to start small and build your pipeline from there. You don’t want to overwhelm yourself by trying to reach out to hundreds of prospects at once. Start with a manageable number and work your way up from there. If you’re just starting out, try targeting 10-20 companies that are similar in size to your current customers.
Understand when to stop following prospects
If someone has not responded after two weeks (or whatever time frame you set), it’s time to move on. They either aren’t interested or they aren’t available at this time — either way, there’s no point in continuing to follow up with them if they aren’t interested in what you have to offer right now.
Keep your ICP up-to-date and accurate. If you’re going to use it as a tool for prospecting, you need to make sure that the information is current.
Plan your calls
Plan your calls beforehand so that you don’t end up wasting time on unqualified prospects or those who are not interested in your product/service.
It would be good if you send them information about your company beforehand so that when you call, they already have some idea about what you do and can easily make up their mind whether they would like to proceed further or not.
In the end, sales prospecting is an art. You must have a good understanding of your products, company, and market. Research your competition and understand what makes your products or services unique. Prospective customers want to know how you can help them solve their problems.