By working by niches, the proactive prospecting team can understand the challenges, needs and opportunities of companies in each sector. This will be a good differentiator.
On the other hand, for each niche you can prepare the approach to the potential client with the objective of making it difficult to say no to an initial offer.
In prospecting you don't sell products but rather interest in the sales process. With this goal in mind you can make initial offers driven by content and tools that enable conversations like this:
Dear Francisco, we conducted a study that showed that companies in your industry are facing several problems this year due to import restrictions. This study includes a series of effective strategies to counteract them. Would you be interested in discussing just one of these strategies with me?
Yes, of course, it affects us all and we are all worried about it.
The most effective strategy is proper data analysis.
For this we developed a tool that allows you to understand in a simple Excel spreadsheet what additional activity you need to achieve the minimum results to get through the storm. If you have 15 minutes we can arrange a meeting and review it together.
The biggest driver of proactive prospecting is content and solutions.
Whether on the phone, in person or via email, working with content will make your life more fun and rewarding. This way, you control the conversation in a professional manner and you don't get cornered by questions you don't want to answer at first.
There's a lot to do before you pick up the job function email list phone, send the emails or go knocking on doors. So here are some ideas for tools and content that will boost your sales process:
Excel tools: templates with budgets or important information for your potential client.
Success stories.
Industry studies.
A collection of expert opinions.
Ways to improve a process.
Supporting PDF files with bibliographic references.
The most effective medium for proactive prospecting is email.
But it can also be dangerous if you don't use it wisely.
Don't confuse mass mailing campaigns with cold mailing. The first case is sending the same depersonalized email to a list of senders en masse. Cold mailing, on the other hand, is the sending of individual emails in which you collect all the data that allows you to prepare an intelligent and professional contact that will start the sales process