According to a study published in the Harvard Business Review, companies lose 50% of their clients on average every 5 years. So it goes without saying that while it’s important to look after current customers and clients, it’s also crucial to attract new ones to maintain the company’s sales revenue. Customer prospecting is the foundation of most sales activities and sales processes rely on good relations, so effective customer prospecting is paramount. Discover our 3 tips for optimizing your customer prospecting and improving your sales.
Know how to target your leads
The meaning of prospecting in sales often causes confusion. Prospecting, in essence, is the process of finding leads – and leads are potential prospects: people who may be interested in your product. They can be names on a list, referrals or people who have reached out to your company. A prospect is a lead that has been qualified i.e. has passed certain criteria, is deemed likely to buy your product or service, is in conversation with a sales rep and shows all the signs of heading towards making a decision. A lead can be turned into a prospect and a prospect can be turned into an opportunity. An opportunity is the final stage in the process: the most challenging part is over and the prospect is biting; they are on the verge of committing to your product or service.
First things first. Before you begin prospecting, you must analyze your market and customer portfolio to avoid spending time on useless leads and to make sure you concentrate on the right people by carrying out judicious segmentation and targeting. This provides focus and prevents wasting time and therefore money. The aim of the segmentation and targeting processes is to draw up a relevant list of leads.
Good targeting allows you to provide your teams with high-quality prospecting files that correspond exactly to the typical profile of clients you wish to prospect.
Once you are satisfied that your leads meet your requirements, it’s important to go back and evaluate the results of your work by studying the sales revenue generated for each client/lead and defining the areas of improvement of your targeting and your prospecting actions. In order to determine which lead will be the most receptive to your offer, you will need good customer relationship management software; this type of prospecting tool will help you to manage your customer relationship efficiently.
Develop good organization within your team
For successful prospecting in sales, sales reps should be guided by their manager. Managers should provide sales prospecting training if necessary and provide a framework for the actions of the sales reps. A CRM (Customer Relationship Management) tool such as our sales prospecting software SocialJs CRM allows the sales forces driven by the sales reps to track their actions and get organized.
One of the advantages of SocialJs CRM is its SaaS (Software as a Service) mode. It allows your sales reps to have access to their actions to be implemented or any modifications you may make, in any place or at any time. If they need to, your sales reps will be able to consult the application out in the field on their smartphone or tablet. What’s more, digital software such as SocialJs CRM is easy to adapt to the specific needs of your company and your field of activity, which is essential if you wish to use and provide your sales reps with a customized CRM tool corresponding to their requirements and your organization.
Retain your customers
According to Sage and IDC’s white paper on customer relationships, a customer is more likely to leave a company because of poor customer service rather than financial reasons. Ironically, 68% of customers leave a company if they feel abandoned, but retaining customers costs half as much as the actual prospecting process. So it’s important to find new clients as we said previously but it’s just as important to retain current clients. Your current clients will be your ambassadors if they are satisfied with your service and who better than your own clients to promote your own company?! That’s why follow-up and creation of customer loyalty must never be neglected; rather, they are essential steps to avoid losing a client.
To create customer loyalty, you need good organization. New actions should complete your sales prospecting actions. In this respect, CRM software is undoubtedly the key to success. It facilitates splitting your team’s time between prospecting clients and retaining clients as it allows you to add the customer-retaining actions of your sales reps. CRM software also allows you to track the progress of actions to be implemented by your sales reps.
If you found this article interesting, take a look at how to choose the best CRM software according to your needs. And if you think your business could benefit from a CRM tool to optimize your customer prospecting, try our SocialJs CRM platform for free.
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