In the fast-paced business world of Singapore, especially in the B2B lead generation, if you are too slow in looking for sales leads, then you will get beaten by your competition. It’s true that when you say sales, it’s always a numbers game. However, the problem is you might be going too fast.
If you are targeting SMBs or even big companies, making 200 calls per days is not an answer to get hold of your prospects. Why? Many decision makers have stopped answering their phones and direct them to voicemails – which are deleted soon after you’ve left a message, especially if they know it came from a salesperson.
In my 10 years of experience as a salesperson, I’ve discovered that it is important to take your time to nurture and build the relationship with your prospects to win them and convert them into loyal customers.
Here are 4 ways to win your prospects the right way.
Before sending an email or make a call to your prospect, make sure to research about your prospect and the company that you’re going to call. Find out;
- What type of industry they’re into
- The products they are selling
- The services they offer
In order to identify the possible issues or problems, they might encounter within their organization and prepare for a solution on how to solve them.
Create a more personalized message
The only way to capture the attention of many decision makers is to create a personalized message – be it through email, blog post or call that they can relate into.
Help them understand that they have a problem
Many prospects failed to realize they have a problem until someone pointed it out. So how do you keep decision makers discover they have a problem? Ask about their current setup.
For example: You are selling accounting software. You can ask your prospects the following for them to identify and discover they have problems that need to be fixed.
- What accounting software are you using?
- How long have you been using it?
- How do you record and process your accounting transactions – accounts payable, accounts receivable and payroll?
- What functionalities would you like to have in your accounting software? What areas in your accounting process that need improvement?
Turn their weakness into your strength. Provide solutions to your prospect’s problems.
After they’ve agreed they have a problem. Let them know that problems need to be solved. The goal is to empathize and let them know they can count on your to provide solutions and solve their problems. How? Focus on the benefits of your product and what you can do that can help them solve their problems.
Building relationships with your prospects take time especially if you’re aiming to win their trust. Having the right strategy as to when to reach out to them, what to say and how to do it is the best strategy to nurture them and convert them into sales leads.