What are the 7 essential steps to set up a relevant sales prospecting plan and increase your turnover? We reveal them to you in this article so that prospecting is no longer a mystery for you!
Prospecting planning
Why establish a prospecting plan?
Remember, sales prospecting is the art of expanding your sales opportunities by getting out there and meeting potential customers and prospects.
The prospecting plan is used to:
organize commercial actions;
establish a roadmap to guide your sales force;
assisting sellers in their daily lives by providing them with the means: database, planning, sales script, etc.;
allocate resources well;
attract more prospects to your sales funnel , in particular through your digital marketing strategy (website, blog articles, social media, etc.).
It is therefore easier to structure your prospecting activity as well as the actions around the sales cycle. This plan is therefore the roadmap that provides precise instructions for developing your customer portfolio and boosting your sales performance .
The 7 steps to an effective prospecting plan
1. Set goals for your schedule
Before you start looking for prospects, clearly define the objectives you are pursuing.
Do you want to develop a branch of your business? Gain more loyalty from your consumers? Boost your turnover? Increase your BtoB clientele? So many questions that need to be answered when you set up your prospecting campaign .
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Please note that each objective must be ambitious but attainable in order to motivate the salespeople in charge of customer relations. The SMART method is a tool that helps define attributes. With this method, you do well by characterizing each objective as specific, measurable, achievable, realistic and time-bound. The missions are therefore tailored to each individual and are consistent with the difficulties that may arise on the ground.
Setting goals is step #1 to establishing a successful and relevant sales prospecting plan.
According to a study, a sales team that is organized around its desire to find new clients manages to schedule 3.6 appointments per week, compared to 6 for a team motivated by commercial challenges and offering rewards!
2. Know your goal to establish an effective sales prospecting strategy
As you know, your target audience represents your potential customers, the profiles that are most likely to be interested in your products or services. Knowing them well is better for reaching them and therefore boosting the growth of your business thanks to an optimal strategy . This prior knowledge provides the basics for creating your potential customer file.
So how do you create a composite portrait of your ideal prospects, the ones you have no trouble converting and love working with?
With the person tool !
To establish your model client, focus on the following 3 components and ask yourself the right questions:
demographic data: sex, age, marital status, occupation, place of residence, geographic area, etc.
Psychological information: sports, social networks, hobbies, interests, elements that trigger decision-making, etc.
needs, pains and frustrations: blockages, objectives, values, concerns, what the prospect is projecting himself towards, etc.
prospecting plan
Once you have clearly identified your ideal customer, set up a vietnam number prospecting file that is accurate and consistent with your offering. To centralize this, use dedicated software and equip yourself with a CRM (Customer Relationship Management) tool. This regularly updated IT tool helps your sales reps in the overall management of customer relationships. It provides contact details (name, email, etc.), hot prospects to contact, appointments made, and all other necessary information.
prospecting plan, it is essential to identify and understand your target in order to establish a prospecting file with various characteristics such as their age, social status, hobbies, concerns, values, etc.
3. Choose levers for business prospecting
Your sales prospecting plan is taking shape: your target is no longer a mystery, you know it by heart and that's good, because now you have to choose which prospecting levers to activate to get the maximum results . Discover the possible ways below.
The multiple tools of co
