Now that you have your listener’s trust and attention, bring an influencer to your speech. But remember that there is no better influencer than other customers who already use your solution.
That said, use cases from clients who operate in the same industry, or a similar segment, as the company being prospected.
Be careful with the number of references in the speech, ok? Prioritize the quality of the case and use the example that best fits the prospect’s profile.
5. Suggest a meeting date
It sounds simple, but suggesting a date makes medical practice email list a huge difference and increases the chances of your prospect accepting a meeting.
Transferring the responsibility of setting a time and date for a meeting to the prospect creates several potential barriers.
He may suggest a new contact at another time so he can better analyze your schedule, he may request an email or even take your contact and never call you again.
Remember that you are the one most interested in the meeting. Therefore, control the call from the beginning to the end of the sales pitch . Suggest a specific date and time. However, if the client is not available on the suggested date, suggest a new date until he or she accepts.
For example, the question: “Can you see me on Monday next week?”, could generate the following dialogue:
Prospect: I have a meeting with the board on Monday.
Salesperson: Okay. Let's schedule it for Wednesday, what do you think? Do you prefer the morning or afternoon?
Prospect: I prefer the afternoon.
Salesperson: Is 3:00 pm a good time?
Prospect: Sim.
This method eliminates the possibility of rejection by the prospect, as they don't have much room to think and let their interest in the solution cool down. In this method, you are responsible for dictating the direction of the call, so guide it in your favor.
These are the 5 fundamental tips for you to perfect your corporate prospecting speech.
However, prospecting corporate clients requires a lot of training, study and, above all, confidence in the approach, which will only be acquired through day-to-day practice.
After all, what does a customer prospector do?
The sales prospector is the professional who searches for new contacts with sales potential, according to each person's profile.
Your goal is not to negotiate or close sales, but to schedule meetings and start the process that leads the potential customer through the sales funnel.
About the author: Guilherme Lavrinha has a degree in Marketing and is studying for an MBA in Innovation and Market Intelligence. Young and hyperactive, he is passionate about marketing and the art of prospecting clients. He currently manages the marketing and prospecting team of a multinational technology company.