During the closing of the year, the main task on the hands of the sales representatives is closing the sales they are already involved in, instead of looking for new opportunities and new sales. This is because they would want to close the existing sales in time for appraisal season, and make sure that they have the greatest number of sales out of the team. The inherent spirit of competition, coupled with the fear that they will not be able to make the quota, can cause sales reps to lose focus on the uber-important task of prospecting.
Sales Prospecting Techniques to Use in 2018
While closing sales is important, just as important is the fact that prospecting is the most effective way to increase the number of sales one has in the year to follow, especially one as potentially hectic as 2018 is bound to be.
To that end, following are some prospecting techniques that your sales team can use in 2018, to make the most qualified sales and to have more sales in general, for 2018.
Social Media Lead Generation
Social media is the undisputed best treasure trove for sales prospecting, when it comes to lead generation which is both effective and geared towards the specific strengths of the sales person, as well as the business. Social media is also the best medium for finding the right prospects, at least the ones which are least likely to decline, seeing as they have been targeted so carefully.
As social media allows for targets to be narrowed down and triangulated, it should be focused o during the lead generation aspect of sales prospecting, in 2018.
While referrals may be ‘referred’ to as overrated, there is no evidence to suggest that this tried and tested technique won’t work for you if you plan it right!
Referring someone to a sales rep is often considered too much work on the part of the prospect, however, if you can target the ones who have the biggest chance of putting in a good word about your business, and use them for your referral request, you are sure to get much better business, and even more sales from the word of mouth marketing.
There have been so many qualified sales in the past year or so that have been closed simply because the sales person commented on a business post by a lead, with a much better proposal. This is a much better method of outreach than say, cold calling.
As it doesn’t involve direct one-on-one approaches, and you get to market in a neutral medium, there are much fewer chances of you being rebuffed, especially since it will be seen as a less up-front ploy than cold emails and cold calling.
April Salsbury, MBA is a strategist, an analyst, an operational guru, a recognized leader and C-suite global healthcare executive with drive and focus for competitive markets. Co-host of The Business Forum Show and regular contributor to various business journals, she possess multi-functional and multi-national competencies with more than 15 years experience in business and healthcare. Her expertise is in invigorating revenue growth and infusing value of lean practices in growing companies through improvements to cash flow and operations management.
Fueling revenue, growth and profit, Salsbury & Co. is a consultancy firm focused on helping businesses and healthcare organizations achieve excellency. Our specialists have executive experience combined with deep functional expertise to provide our clients with services that drive real impact and results.
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