Tips every remote sales team needs for prospecting
Prospecting may come with different tactics and tools to improve your sales team’s technique. But in this new remote working world, we need to acknowledge that we might have to adapt moving forward. How can sales reps approach the dialogue in a redefined way for their sales conversion?
Remote sales teams can start with the following to unleash their full potential.
Know your audience
Nail the follow through
Knowing your target audience, why is this so important?
Some of the crucial mistakes that sales teams make while prospecting is not clearly defining their target audience. Before reaching out to audiences, it is key to define who the decision makers are, so that your efforts will not go to waste. It is estimated that as many as 6.8 people may be involved in a buying decision.
Therefore do not waste your opportunity, know your audience and do your research. Do not simply start with “Can I ask you a few questions?”, start by doing your research and ask leading questions to show to your buyer that you understand what they need. Always be prepared to tailor your proposal to address your select audience’s needs and problem statements.
As a “one size fits all” strategy is not relevant especially not in B2B sales.
On the other hand, if you do realise that your initial contact is not a key decision maker, request for a group meeting with other key members and take that opportunity to introduce yourself and gain buy-in.
Embrace the power of video
Did you know that the brain processes visuals 60,000x faster than text?
Amidst the short attention spans of today’s audiences, one exceptionally effective prospecting method is through the use of video. High quality and tailored videos will engage your audience in a way that no text can. Videos are also very effective to provide illustrations and demonstrations on how your product or solution can help solve their problems. Also use the opportunity to address common objections and speak on frequently asked questions.
As a matter of fact, videos are so wildly successful that companies using video “grow company revenue 49% faster year-on-year than organizations without”.
There are some tools on the market to aid this process such as Loom.com and Vidyard.com that help users and sales teams create their own videos. Simply film, edit and upload videos and streamline your sales prospecting.
Additionally, when using video why not overlay your existing content with a widget from Vieworks. Vieworks is an innovative performance marketing technology, which essentially rewards users for their attention. The player captures the intended audience’s opt-in data and encourages them to engage in the video content to unlock their reward. This solution has been especially effective within B2B and B2C markets with regards to educating, engaging from generating qualuty leads to conversions.
Nail your follow through
Once you have targeted your quality audience and embraced video the last step that needs to be applied is the follow through. What can be improved by sales teams in their pipeline is the act of “following up”. The majority of sales — some 80% — require no less than five follow-up calls, yet 44% of sales professionals give up after a single call.
It takes persistence to convert a prospect into a customer, it might sometimes mean reaching them on different channels. It might be helpful to make notes on this in your CRM so that you may “reconnect at the end of the quarter” when it is a better time for your potential client.
When you do reconnect with your potential clients, why not offer them a reward as seen in the example above. “Watch my sales pitch and get a $10 food voucher”, to lock in on their attention and remind them of why your product or services will be beneficial for them.
Vieworks helps sales teams seamlessly bring their prospects to the bottom of the funnel and get that ultimate sales conversion.