Having a steady pipeline of qualified leads is the Holy Grail of every salesperson. Yet, many sales leaders either don’t know-or don’t believe-their team can achieve such lofty goals.
As a sales manager, you’re the maestro that teases out the beautiful notes from the orchestra. As such, strategically approaching your prospecting, as a unified team, where everyone is “in on the secret”, it creates a culture of performance. When prospecting for a steady stream of qualified leads becomes a natural part of your sales routine, you have the winning formula.
The entire sales process starts at having the right people to talk to. Too many salespeople believe in “spray and pray.” “Anybody” is not a target audience. Defining your niche as narrowly as viably possibly is a critical step in prospecting effectively. Rather than having a general conversation with “nobody in general” the conversation is personal and authentic.
Empowering your salespeople to prospect effectively by teaching them to nurture each prospect with an eyedropper, to create a steady pipeline of qualified prospects to see.
Here are 5 suggestions to help get you started:
- An Audience of One
Ask yourself, “What’s my minimum viable audience?” The answer to that question should direct you to a narrow yet homogenous group—your target audience This isn’t mass marketing, it’s personal and intimate, and the communication is too.
- Customer-centricity is Not Just a Buzzword
It is rare to find a product or service without competition. As a sales practitioner, you should always be looking for reasons to engage with your customers. That’s how you uncover their needs so that you can suggest a possible solution.
- The Truth is - No One is Average
Every person has unique wants and needs. As consumers demand to be treated as human beings rather than the next sale, responded by delivering a more personalised experience, a salesperson shows they ‘get’ their client.
- Attention is Scarce
According to a recent study done by Microsoft, the average person’s attention span is now eight seconds. A person’s attention is a salesperson’s most valuable asset. By respecting that it is a privilege, you build trust and credibility as a professional.
- Asking for Permission
Interrupting a person when they are busy talking, is rude. No one likes to be interrupted. But, for decades, we have allowed brands to interrupt us without giving it too much thought. Now the consumer decides what they want to see and not see. By gaining permission , you’re not an interruption to their day, you are both expected and welcomed. Permission elevates you above the noise.
By being strategic and focussed with your prospecting, your sales team will soon be #KickAss!
