Sometimes, we find ourselves with too many prospects sitting in front of us. The problem is that not all of them are good.
How do you know which ones are worth spending time on? And how do you ensure that the people who are ready to buy your product or service do?
Here’s a quick guide to help you out:
- Set up meetings with people who have expressed interest or are willing to commit to your product/service. This can be done through inbound marketing or a cold call.
- Use qualifying questions during the initial phone call to determine whether they’re a good fit for the position. They should be able to answer these questions without hesitation:
- What problem does this solve for your company?
- How much money will this save you over time?
- What impact will this have on your business operations?
Focusing on the Right People
It’s no secret that making a sale is more than just finding a lead. You need to be able to convert that lead into a customer, but how? The answer is simple: by using social media.
With the right social selling strategy, you can get in front of the people who will most likely buy your product or service. It’s a great way to increase sales and reach a new audience simultaneously.
Most B2B companies are using social media these days to find potential customers. They’re using it to connect with them in real-time and build relationships that lead to sales.
This is because social media has become an essential part of business culture. The average consumer spends about five hours daily on social media sites like LinkedIn and Twitter! That’s a lot of time for companies to connect with potential buyers—and win new clients.
Having More Than One Key Contact Per Account
If you work with just one person in each account and they leave, or something happens to them, you will be left without access to that client. So it’s much better to build a team of people who know you and your product well.
To be sure, establishing multiple relationships with key decision-makers is crucial. But what happens when you’ve identified your entire target list and have built relationships with everyone on it? You still need to keep working and growing those relationships because they are not static—they change and evolve like your company.
When you have one relationship in an account, you have a greater chance that the other people in that account won’t know you or your value proposition. If they don’t know you or your value proposition, they won’t be able to help you make deals. This can lead to wasted efforts because nobody knows who you are or why you’re there.
On the other hand, if you build multiple relationships within an account and with different stakeholders (for example, executives and mid-level managers), then these people will be able to introduce you to others within their organization who might also benefit from knowing about your product or service offerings. In addition, this strategy allows for more opportunities for introductions and referrals without relying solely on one person who may not always be available due to their busy schedule or priorities within the company.
The fact is that your customers are going to change too. That means that if you don’t stay involved in your customers’ lives and how they use your product or service, you risk becoming irrelevant—and potentially losing them altogether.