Learn to prospect and win clients online

Prospects—the potential clients you want to sell to—are the fuel of your sales pipeline, thanks to prospecting. Every prospect represents a possible deal. So, growing your prospect base and nurturing them will boost your revenue in sales enablement.

The 7 Steps of Marketing to Prospects

If you find that even with the best-rated tips and tricks you’re getting nowhere, it’s because you haven’t tried the following advice yet. These clever strategies will help you achieve your goals.

1. Start Simple

One of the best ways to grow your business is to start small. There’s no need to make endless lists of prospects who won’t bring you anything. Focus on a few who will bring you a lot.

There’s no point having a list of 100 prospects if you only get 10 buyers. A conversion rate that low is just a waste of your time. It’s much better to have a list of 20 prospects who convert into 10 buyers.

This is the famous 80-20 rule. Many companies today put in 80% of the effort for 20% of the results, when it should be 20% of the effort for 80% of the results.

2. Personalize Your Content for Each Prospect

Your content must be relevant to the person in front of you. Sending identical emails to a series of people is a big mistake. Instead, it’s important to personalize your content for each individual. The benefit is that you add value not only to your work but also to your prospect.

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3. Don’t Chase Every Lead Needlessly

If you have a bad feeling or think a prospect will be too difficult or even impossible, just forget about them. Disqualifying some people is sometimes the best thing you can do. Don’t be afraid of it.

Remember, your goal is to improve the daily life of a person or group. The process should be a win for both sides. Any time-consuming people or situations should be avoided for good.

4. Stay Updated on Your Ideal Client

Keep up to date with who your dream prospect is—the one who makes a difference. If you used to focus on SMEs, maybe now mid-sized companies are more relevant, or maybe you’ll target solo entrepreneurs. What matters is the value they bring to your business.

You must always update your prospecting approach with both qualitative and quantitative data. Measure the value of clients who actually buy your products.

5. Understand Your Super Clients

Often, some clients bring you 2 to 3 times more than others. You need to spot them, analyze them, and understand why. Once you’ve identified these super users, you can increase these prospect profiles. This should be your next goal—it’s better to have 10 of these than 15 average clients.

6. Schedule Your Calls

Scheduling your calls is important for two reasons. First, it helps you better engage the decision-maker. Second, it reduces any anxiety you might feel before picking up the phone. You can use a cold call script if you don’t have much prospecting experience.

It’s easier to plan what you’ll say if you assume the prospects you call have similar goals and challenges to your existing clients. To make better assumptions about your potential buyers, join industry associations, subscribe to their newsletters, and join their LinkedIn groups.

7. Who Does Prospecting in Sales?

In most SaaS sales teams, prospecting is done by Sales Development Representatives (SDRs), sometimes called Business Development Representatives (BDRs).

SDRs are often the newest members of the sales team, developing their skills and experience before becoming Business Development Managers (BDM, also known as Account Executives or AE), who negotiate with potential clients and close deals.

SDRs usually reach out to hundreds of prospects daily, ensuring that leads moving to the next stage meet the BABT criteria:

Budget: they have the money to buy Authority: this is the right decision-maker Need: they have a problem the product can solve Timing: they’re looking to make a purchase decision soon.

Sales reps handle objections daily, and cold prospecting can be tedious and requires a lot of multitasking. To succeed in their prospecting careers, reps need to master a range of skills.

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