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How to innovate my prospecting method?

Posted: Thu Jan 23, 2025 8:42 am
by fatimahislam
There are three methods of prospecting in sales: referral, cold calling and direct sales. Some are losing importance in the digital field, but the solution lies in a new approach. In this article, you will find how inbound marketing can help innovate prospecting methods.



Recommendation: Recommendation is still valid, in fact, estimates suggest that 10% of customers satisfied with your product or service will recommend it to others. In fact, current buyers ask about past experiences and their friends to form an opinion about the product they are going to buy.
Cold selling: This is a process aimed at people who have no need to buy, but meet the characteristics of a potential market. Currently, buyers do their own research before making a purchase, and take unsolicited calls or emails as something negative.
Floor sales or direct sales: This is done directly at the point of sale. People have less and less need to reach the product, now the product comes to them.

InboundIt innovates the way in which prospecting is done, a very important estonia whatsapp lead stage prior to the sale, increasing the level of interest of the clients possible throughout the purchase or decision process. And it does so with new tools. These are:


1. Ideal customer profile: By knowing your customer, their tastes, needs and way of speaking, you can develop a profile through which you can develop strategies to meet their needs and talk to them about what they want to hear.


2. Profile tracking: Once a new contact makes an approach, this tool allows you to narrow down their interests by providing you with information about the publications they interact with, what interests them about your company's offerings, and through which articles, emails, blogs, etc. they reached you.


3. Calls with context: By developing an ideal customer profile and tracking profiles, when the person is ready to participate in a call, they will be much more effective, since the seller will know what their needs are and the ways in which your company can meet them.


4. Mailing campaign: Themailing campaignIt has important components that increase its effectiveness: email templates allow you to personalize an email for a specific person and industry without having to write them one by one; email tracking allows you to know which people are opening your emails and what information they are most interested in. This way you can know which campaigns are most effective and what each person needs; and email scheduling sends emails at pre-established times to segmented people so as not to waste time or contact.


Remember that prospecting directly influences your approach to clients and potential buyers. Also, innovative tools such as a mailing campaign, contextual calls, profile tracking and the creation of an ideal client profile help you increase and follow up on the level of interest of your potential clients. If you have any more specific questions on this topic, you can schedule a free consultation call with us.