First off, let's take a page from direct marketing and its age-old formula referred to as AIDA. Think of prospecting as the process of creating attention and interest—enough interest to win a conversation to explore the subject area more deeply. This can be leveraged into a sales meeting. Note that I didn't say that the goal of prospecting is to find someone currently looking to purchase a particular product or service.
When prospecting, you'll find people who are already in the Desire Phase someone interested in solving a particular problem or purchasing a known type of product or service or the Action Phase someone already in the process of searching for a solution to the problem.
If your approach is only to look for these people, you're in for several rude awakenings:. The good news is that sales prospecting training can help you to adopt a proven process to achieve success. Not every prospect will lead to a sale, but you can maximize the impact of your outreach by pursuing those most likely to be interested. If you really want to be a successful prospector, here are 6 ways to get the most out of your outreach.
The foundation that underpins sales prospecting success is the strength of your list and the precision of your targeting. Sellers often call too low in the organization and try to start a groundswell by working their way up. Reach high to the decision makers.
Make sure that your list is clean and ready to go before you start. This also gives you the chance to prioritize your prospects based on value and likelihood of your professional relationship developing further. If you can establish rapport early , you set a strong precedent for ensuing conversations.
Instead, they must decide how to do both responsibly. You typically identify prospects through independent research — by finding them via LinkedIn, Google, or another platform. Inbound prospecting is when you reach out to a lead who shows an active interest in your business or product.
Our recommendation? Use the inbound methodology, with a responsible approach to outbound tactics like cold calling and cold outreach. Before a salesperson even has a chance to contact a prospect, he or she is already over half of the way through the sales process. But how do you do that? How do you find prospective buyers and learn the context surrounding their business needs? Even more importantly, how do you determine whether or not you should begin the process of selling to them?
Knowing who to pursue saves us a significant amount of time. Not every lead is fit to be a prospect, and not every prospect will become a paying customer. Luckily, you can ask a few questions that can help you determine whether a prospect is worth pursuing. Even if we use outbound prospecting methods, we should see a much better response rate because we took care to vet their business for suitability.
Below are some qualifying questions and related takeaways to help you evaluate whether or not a prospect has a high probability of becoming a customer. This type of qualification is based solely on demographics. Does the prospect fall within my territory? Do we sell in their industry? Does it fit our buyer persona? Say our target market consists of small- to medium-sized businesses with anywhere from to 1, employees.
We should eliminate any potential customers outside of these criteria. Diving deeper, our product or service will naturally provide higher value to a particular profile within that target market. For example, medium-sized businesses consisting of a larger team.
Those customers are also more likely to upgrade to a higher tier of our product, providing more lifetime value as a customer. Takeaway : Prioritize customers based on the size of the opportunity or their potential lifetime value. There are two types of people involved on the other end of our sales process: Decision-makers and influencers. If we get them to rally around our offering, they can make a compelling case to decision-makers before we even speak with them.
Decision-makers are, of course, the ones that either approve or reject the buy. We can ask these questions to determine the decision-making process: Will anyone else be involved in this decision? Does this purchase come out of your immediate budget? Takeaway : Keep a working list of influencers and buyers, perhaps mapped out by the organizational structure of the organization. Time constraints and budget limitations are often the biggest objections we receive from prospects.
Takeaway : If we see a prospect has just launched a new marketing campaign, they might not have the time to cycle through an extensive sales process. We should take note of prospects who clearly have their hands tied and revisit them at a later date. Our pitch and sales techniques are also likely to be more refined with markets we feel comfortable talking about, so we should prioritize these prospects first.
Takeaway : Group similar prospects by characteristics such as their service offering, their market, or their industry, and prioritize these groups based on your familiarity with them.
Additionally, value-added prospects to whom we can provide more value are more likely to buy our offering. Another takeaway : Classify prospects by the level of value we think we can provide. Our prospects will likely have varying levels of knowledge about our product or services. The more awareness they have, the more likely they are to see the value in our offering and become customers. If a prospect has visited our website, subscribed to our blog, or posted content about something related to our offering, they probably know a lot about our company or service.
Takeaway : Group prospects by their level of awareness so we can take advantage of this familiarity later in the sales process. Our mutual connection, [name of referrer], recommended I get in contact with you because [X].
I would love to hear more about what you do in your role — according to [name of referrer], it seems like you may be facing [X] challenges. Are you available on Thursday morning for a minute call?
I work with small businesses in your industry to achieve [X] results. Would you be available for a ten-minute call on Friday? You can also market to your prospects, warming them up to the idea of making a purchase.
Prospect marketing is the process of providing sales collateral, resources, documents, and engaging multimedia to prospects with the objective of helping them make a purchasing decision and close the deal. Similar to lead nurturing, prospect marketing is typically carried out over email and especifically during the prospecting process.
You've successfully prospected a handful of potential clients. Now what? It's time to nurture those prospects with prospect marketing. Prospect marketing is essentially bringing a prospect into the flywheel and closer to, well, Close. Just because you connect with a prospect doesn't mean you should stop all marketing efforts. Instead, your marketing should become more personalized and targeted. One way to do this is by working with marketing to provide prospects with the right sales collateral.
Do your prospects need more information about your product? Can you show them a demo or customer interview to move them from consideration to decision? Are they ready to walk through a pricing guide with you? If you haven't already developed sales collateral , work with your marketing and customer service teams to prepare these materials for potential buyers in each stage of their journey.
Email templates, call scripts, and pre-call checklists are just a few of the tools to streamline the prospect marketing process.
Another prospect marketing strategy is creating workflows in HubSpot. Workflows automate your marketing processes — including how you market to your prospects. Use Workflows to set up pre-written emails, SMS messages, or in-app notifications that are sent to your prospects based on certain triggers, such as a video view, content offer download, or inactivity for a certain number of days.
In short, anything that keeps your prospects engaged with and educated about your brand is considered prospect marketing. Even a daily or weekly check-in with prospects counts. Again — just because you've connected with a prospect doesn't mean the marketing should stop. Prospecting doesn't have to be a difficult and tedious process. In fact, it can be a positive experience for both sales reps and prospects.
Adopt a few of the strategies we reviewed above into your workflow and experiment with different techniques and tools to see what works best for your team. Then, you'll be sure to begin converting more good-fit prospects into paying customers. Comment by MrAnime86 As per patch 2. Comment by whens this patch spose to happen? Comment by Does anyone prospecting Khorium ore or eternium ore?
Comment by Most obvious use is to use it for Jewelcrafting, but I find propspecting gems to sell is quite lucrative. Comment by Say if you have adamantite ores, Will you get more money by selling the adamantite ores? Comment by Gary Prospecting is one of the best and easiest ways to make gold, depending on your servers economy.
Simply hit Jewelcrafting, get a few "in demand" gems, and buy up all the Adamantite Ore you can find. Undercut everyone. Learn what your gem prices are, and what you need to sell at in order to profit. Here's an average day's this morning, actually run from prospecting for me. On good days I've managed to get 4x living rubies from a single stack! Comment by As for patch 2. Superior quality gems are VERY rare now. And getting more than 1 superior gem is good luck.
Comment by Prices of blue gems have been going down since the epic gem vendor is out on most servers so that might effect if you want to prospect or not. Comment by Renraku So how does prospecting ore for other people generally work? Do you just charge a flat fee and give them whatever jewels you get or do you charge per jewel? Comment by Thottbot Not so. You can have an alt to mine the stones for you, or just buy the materials yourself.
Currently im going with goblin engineering used to be gnomeish, but i retrained after i got the deathray and jewlcrafting. Helps loads in pvp. Comment by Thottbot So to prospect we wont need to travel to the location of any of the nodes..?
Makes a diff for me. If I needed to prospect AT the node.. I would need to have JC on my more active toon. Comment by Thottbot Was prospecting a few batches of mithril. I don't know exactly how many I did but probably 12 or more. I had a stack of Mithril ore 10 deep and attempted to prospect.
The animation and sound emote happened but no window popped up not even an empty one at the end. Several repeated attempts, juggling the ore around, prospecting other types of ore worked fine , etc I will check again tomorrow. Rare: There is also a chance to get 1 gem from the "Rare" column. This roll is on top of the common gem s , so this will show up as an extra gem in your loot window. Zygor's Leveling Guide I recommend trying Zygor's Leveling Guide if you are still leveling your character or you just started a new alt.
I use Zygor's guide for leveling and I highly recommend it. Copper Ore. Tin Ore.
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