3 Effective Techniques for B2B Sales Prospecting

Since last few months we have been discussing how sales is one of the most important business functions and how it impacts almost every dynamics of your business. Till date, we have talked about a lot of things including sales enablement, sales tips, tactics, client communication, team building, team management, business management and more. Today continuing with our exercise, we are going to talk about how one can adopt diligent effort and proven techniques for B2B sales prospecting.

If we closely look at the current scenario of the global business world, we can easily understand that many businesses are mostly indulging in business to business services and products. However, the number is not less and the alternatives available for every service and product are competitive enough. In this scenario of the market, it is quite a difficult thing to stand out in crowd. Though, products and services that you are selling may seem better than everyone, selling has got nothing to do with it. Sales prospecting is diligent process which needs tremendous amount of willingness, efforts, strategies, and effective execution. According to my humble opinion, adopting following technique may enable businesses to successfully prospect right kind of potential customers.

1.  Deliver Value upfront:

One of the very common behavioral patterns observed in the market is customers would like to know a lot about your business and experience some of your offerings as well before they reach till purchase decision. This is what they need, and if you don’t do it, someone else surely will do it. Delivering value up-front right from the time when you get connected or introduced is one of the most important features of sales prospecting for B2B selling. This can be anything from content, social media presence, references, and more. This is one of the easiest ways to earn customers trust and develop your own credibility. This reduces sales reps’ efforts to convince their prospect to believe in what he or she is telling you can deliver.

2.  Emotions help better than profession:

With all sorts of management jargons and ideologies bombarded on our minds through internet we tend to forget that every connection that we try to build has got emotions attached to it, no matter if you want to believe this or not. No relationship is purely professional when it comes to selling. One must indulge in conversation with customers which might help to develop emotional connect. Usually, this emotional connect alone brings you towards positive purchasing decision from client’s end. It is more than open secret that emotions play major role in B2B related purchase decisions.

3.  Develop Result Oriented Urgency or Tension:

If you let your customers delay their purchase decisions, they surely will. However, being in sales function, one must be able to develop constructive and result oriented urgency. This is what you do when you get to hear, “Okay, I will think about it” or “we’ll soon reach the decision” kind of answers for almost more than three follow-up emails. One of the most effective ways to create this sense of urgency to deliver empathetic conversation to customers with numbers and data to support it. This helps you and your customers to maintain right amount of balance in emotions and logic while reaching decisions.

One more thing which I would like to highlight at the end is, even after attempting your best, if you are not able to convert prospect into buyer, it is completely okay. No good impressions of business fade over time. Be sure that next time when they need product or service that you offer, you are just a call away. 

So, while we think of something new again start being prompt and eliminate procrastination right away. Till then, Gracias!??

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Author Bio: Kaustubh Arun Athalye is a Young Indian talent filled with perseverance, adaptability, linguistic skills and will to chase dreams. He is working as Senior Content Writer and Human Resources Manager in a growing market research start-up from Pune, India known as Qurate Business Intelligence Pvt. Ltd. His approach towards learning, optimism, positivity, and belief in values makes him stand different in the crowd.