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There are many ways to engage in sales prospecting, and the sales prospecting methods that work best for your business will likely vary from client to client. Examine your sales processes and use sales prospecting tools on LinkedIn to help with the buying process.
Throughout the course of this article, we’ll cover the following topics in depth:
What sales prospecting is
What the sales process looks like
How your sales reps can use your existing clients to strengthen the sales pipeline
Best practices for the sales prospecting process
How Kennected utilizes sales prospecting tips
Read on to learn all about how to prospect a client and how to best streamline your sales processes for business growth and success.
What is Sales Prospecting?
Sales prospecting is the process of using customer relationship management and various social media platforms to track engagement and leads for your business.
Sales prospecting begins with your marketers and ends with your sales team.
Leads will be drawn in through the marketing campaigns and efforts of your business, and much of your content will serve as a sales pitch for leads.
Cold calling and phone calls are not likely to be the initial items that draw in high quality leads, but rather new leads will arrive from a given marketing campaign.
In this way, the social media presence of your business is extremely important to the success of reaching your target audience and engaging more prospects.
Before we review how your sales teams work to develop leads into paying customers, let’s outline how the sales process works and how to optimize the sales funnel for the best conversion rates.
What Does the Sales Process Look Like?
The sales process follows this general format:
Your marketing team creates content on various social media platforms.
Individuals engage with this content and follow links to your website or a specific landing page.
These individuals become leads at this stage.
Each sales rep will work as sales development representatives to encourage outreach and conversion from lead into paying customer through providing information and speaking with the lead directly.
These leads are converted into clients!
Each potential customer begins as a lead, brought in by a piece of content created by your marketing team.
This content can take many forms, including advertisements, blogs, social media posts, and even your company website.
Your target market is reached through your social media presence, so be sure to invest in your social media channels and post relevant content that is geared toward your ideal prospects.
How to Use Your Existing Customers To Aid the Prospecting Process
In the sales prospecting process, it is just as important to examine your current clients as it is to focus on hot leads.
The main reason for this is that if you focus solely on future customers and prospecting clients, you may lose sight of how your existing clients became your customers in the first place.
Calling existing clients and asking how the buying process went is a great way to collect feedback and strengthen your sales organization.
You’ll learn about any pain points and see if potential prospects are reacting well to your social selling tactics.
Best Practices for Reaching Your Target Audience
Reaching your target audience can be daunting, but with these tips, your strategy will be better prepared and more likely to accumulate qualified leads.
Focus on the ideal prospect
Include a free resource with your content
Emphasize the value proposition of your product or service
Avoid cold calling
Write more articles
Make first contact with warm prospects
Establish a mutual connection on LinkedIn
Create a buyer persona
Avoid cold email campaigns
Do prospect research
Use these sales prospecting methods to your advantage, especially when you begin to develop new leads every day.
Your potential customers will teach you things about your own lead generation efforts and how well your prospecting methods are working.
Work to reduce pain points and welcome paying customers with open arms.
Don’t be discouraged by leads that do not make the conversion.
Instead, take the feedback and use it to improve elsewhere.
How Kennected Prospects on LinkedIn
Here at Kennected, our sales leads teach us something about our lead generation and prospecting efforts every single day.
Our software deals with LinkedIn lead generation, so many of our potential customers are brought in through prospecting and marketing efforts on the platform.
We have taken the time to learn all about LinkedIn and how to best use the platform to our advantage.
Do the same with your business and you’ll see great success.
Hop-On The Kennected Train
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.