How can sales reps prospect in a way that adds value to potential customers?

In my experience, an ideal customer is someone who find value in your company and respect you for the solutions and knowledge you provide and vice versa. It's imperative you define the above characters with this in mind . More often than not, in the spirit of winning a job you end up in a rat race trying to become the lowest bidder to win the job. Is this really strategic and healthy for your company in the long run? This is something I ask my teams to evaluate and check on who and where they spend their efforts on. With this said acquiring new customers and adjacencies are different skill sets and the criteria used should be segmented throughly to fit what you want to achieve.

Once, I thought my ideal customer was anyone who would listen to me. I was wrong. It's about quality, not quantity. By understanding who benefits most from my solution, I've shifted from the shotgun approach to a sniper's precision. I focus on those who genuinely need my help, ensuring I'm not just another sales call but a welcomed solution provider.

I’m not a fan of trying to pre-define specific target client profiles. Of course, you need to know if the prospect might be suitable, but there is nothing more off putting than a presumptive sales approach. Sales are rarely made because the seller has THE perfect solution. I’ve won many deals against far superior competitors because I listened and was able to demonstrate and articulate an understanding of their exact needs.

You have to become a guide, a right hand, a problem solver. Listen and understand what they say, add value means you have a different solution for every challenge. Care about their needs, it is crucial to be helpful and not approach from the beginning with a sales intention, only with a learning intention.

To identify your ideal customers, leverage a combination of data analysis, such as examining your current customer base, and proactive questioning through surveys and interviews. This dual approach helps blend quantitative insights with qualitative understanding, creating a comprehensive profile for better targeting and engagement.

Beyond understanding, what the ideal customer does, take time to get to know who they are, what industry trends they’re facing, and how they relate to clients, you’ve helped with similar challenges before, assuming they even have them. A great tool is to set up Google alerts in order to get Daily Notifications of anything that is mentioned in the news about them or the industry they’re in, and anything that might affect them. It’s all about adding value in the outreach rather than just trying to pitch.

Research is a very vital part of the prospecting phase. There is a ton of information you can find about your prospects on social media. For instance, on LinkedIn, you can research your prospects to see what kind of posts they have been sharing, what they have been commenting and on what kind of posts, you can find what groups they are part of etc. It can also help you grasp their temperament, relevant ice-breakers and and much more information to base your cold call/email on.

As a sales rep, I've learned that effective communication isn't one-size-fits-all. Each prospect has their preferred method of interaction, and it's up to me to adapt. Whether it's engaging through professional networks on LinkedIn, sending a concise and informative email, or even a quick text, the objective is always clear communication and respect for the prospect's time and preference. Leveraging different channels isn't about bombarding prospects; it's about thoughtful, strategic contact that aligns with their habits and preferences. This approach ensures that my message is heard and that I'm seen as a considerate and adaptable professional.

Gone are the days of pitch-first-ask-questions-later. Now, I approach each interaction as a chance to educate and enlighten. Whether it's a well-timed article or a bespoke webinar, I aim to leave prospects better than I found them. It's not about what I sell; it's about what they learn.

Just remember, that as a true representative, you have probably seen inside more businesses than the prospect you are visiting. You can add value by being a witness to those who are successful, and those that have challenges. You are one step away from being a true consultant and as such can provide huge value.

As a leader of a sales team lets take a step back a second. Is the sales talent you are asking to prospect for new conversations even capable of being curious? A buyer more used to self preservation under the gaze of sales hyenas will naturally draw value and insight from anyone curious about their environment or issues whilst interested in the answers without leaping in with a self-interested fix. Great questions at recruitment stage identify this competency and smart role plays at meetings can assist a change of behaviours for the time you're not there at a sales call.

Totally agree. With an abundance of free sources of knowledge available, it is safe to assume that your potential customers are searching for a specific solution to their problems. Furthermore, it is likely that they are conducting their research outside of your website. When reaching out to potential customers, sharing relevant case studies that are similar to their company can be beneficial.

It’s in the Information Age. People can google just about anything, including a demo of your product on YouTube, reviews by your customers & prospects, etc. The value you can provide is showing / explaining how others with a similar use case are solving whatever problem they have. It’s the ability to tell a story that the prospect can relate to & needs. And, it’s the ability to consult & prescribe a solution based on their pain. Anything else is likely wasted & could have been an email.

Something that always worked with me. Don’t sell let customers buy!!! Talk less; be more curious, ask lots and loads of questions. ACT STUPID. Build relations not deals.

Every prospect is a universe of unique needs, wants, and challenges. Remember, we're not just selling a product or service; we're offering a new perspective, a solution, a change. Keep stories at hand—successes, failures, moments of real connection. Share them. In these stories lie the truths that turn prospects into partners. Prospecting is both an art and a science. It's a series of thoughtful steps, but also a space for creativity and personal connection. As you refine your approach, remember it's not about the number of leads but the depth of the relationship you cultivate with each potential customer.

Make them Dream. -To make them dream understand the system and pain points -Adres solutions for this pain points -And always add +1 solution and idea related with their system. Value proposition for the customer is the key. Customer do not care about the details they do care about What is in for them?

Sales reps can add value to the prospecting process by personalizing their outreach, offering insights and solutions to the prospect's challenges, actively listening to their needs, providing educational resources, and focusing on building long-term relationships rather than just making a sale. By demonstrating genuine interest in the prospect's specific needs, sharing valuable industry insights, and offering helpful content, sales reps can differentiate themselves from competitors, establish trust, and ultimately create more meaningful and successful business interactions.

Too many good sales opportunities are lost because the salesperson focuses on their deadlines, rather than the clients. I may want what you are selling but NOT right now! If you push you will simply hand a guaranteed future sale to your competitor! The BEST salespeople are like ballroom dancers ??????they know that timing is EVERYTHING!