Industry leader passing on goals and guidance to the SDR team
So, how do you successfully prospect new customers for your company? What steps should you and your sales team follow to maximize sales opportunities with this strategy? Check it out!
1. Definition of persona
Clearly identifying your company’s ideal customer profile is belgium mobile phone number list the first step. Use demographic and behavioral data to define a detailed persona for prospecting new customers.
A good exercise is to think about who will benefit from purchasing the product or service you are promoting. It is certainly someone with very specific pain points and desires.
Knowing who you’re trying to reach will guide every other step in the process. So don’t do anything without first researching and establishing a target audience.
2. SMART Goals
After defining the persona, set goals for prospecting new customers. Preferably, using the SMART model (Specific, Measurable, Achievable, Relevant and Time-bound) to develop them.
In addition to saying “I want X leads” or “I want X conversions,” prospecting goals should explain exactly what you’re going to do. This way, you have a better chance of hitting them.
Imagine you want to increase your company’s number of qualified leads by “X percent” through prospecting. In this case, a good SMART goal definition would be the following:
S: generate 100 new qualified leads per month;
M: Success will be measured by the number of leads that pass the initial screening and enter the sales funnel;
A: With a team dedicated exclusively to prospecting, it is a viable number;
A: Having qualified leads is essential to increase the chances of conversion;
T: The goal will be reached within three months;
3. SDR Sector
If the company doesn't have one yet, it's important that you create a sector of SDRs (Sales Development Representatives).
When prospecting new clients, having a team exclusively focused on commercial actions makes a difference. These are employees who have received specific training to identify and nurture leads.
It is common for this task to be given to sales representatives or agents who close the sale. However, you will only achieve significant results in prospecting if you have a team of specialized SDRs.
4. Personalization
To be successful in their approaches, SDRs need to personalize their communication. In other words, they need to speak to the needs of each consumer individually, without being generic.
Often, representatives follow a rigid script in follow-up interactions. The ideal, however, is to make it flexible and adapt it to people's reality. After all, everyone thinks, reacts and wants different things.
Personalization increases the chances of response and engagement from potential customers. This is because leads feel special when they realize that there is someone genuinely interested in helping them on the other end.