Successful sales prospecting is all about identifying your ideal prospects, and then taking advantage of the channels available to you, and leveraging them to make a sale.
An ideal prospect falls into one (or several) of these categories:
- Your product meets the customer’s needs
- Your team’s sales cycle aligns with the customer’s purchasing behavior
- Your pricing strategy fits in with the customer’s budget
Analyzing your sales metrics can help you decide how to narrow prospects down and target the ones most likely to buy.
You might ask yourself questions like:
- What position does the decision maker hold at the companies you already sell to?
- What is your ideal customer’s company size?
- What are some of the common factors that your best customers share?
- What are the biggest pain points in their industry right now?
Once you have a comprehensive overview of your ideal prospect and their needs, you will then need to customize your method of contact to ensure you get the best engagement rates.
Methods might include:
What are your go-to methods for defining an ideal prospect and how do you decide the best way to engage with them?