6 Smart Sales Prospecting Techniques You Should Be Following

Sales prospecting is an inseparable part of an organization. It is a process in which sales representatives make calls or send emails to generate leads. Such calls are important for the companies that need to fill their pipeline with leads to broaden their customer circle. Unfortunately most of the reps today use ineffective and outdated sales prospecting techniques which ultimately show no result.

Here are some tricks and tactics that you or your sales representative can use to find lead, engage them and eventually turn them into your customers.

1. Make an ideal candidate profile

Before making calls it is important for your sales representatives to identify your target audience. Building an ideal customer profile is the procedure in which you target your ideal prospects and leads. If you find it difficult to identify your prospects, you can look for the traits of your existing prospects. Follow the same strategies you used to track them.

2. Make warm calls

Cold calling is the term that is used to define such calls but that definitely does not mean that the calls have to be cold completely. Warming up your prospects before the initial contact is a very good idea to keep the prospects’ interest alive. You can do this by introducing your company name to your prospect before initiating your first call. To do this you can utilize a shared connection like commenting on a content the buyer posted on social media platform or simply like a job change announcement or a status update on linked in etc.

3. Go beyond sales

It is true that increasing sales is your ultimate purpose of making such calls but sometimes you have to go beyond that to achieve your goal. You must try to be your clients’ go to person and should stay in touch with them even after you have closed the sale. If you can transform yourself from just a sales person to a provider of solutions to your clients you can easily increase your scope of getting referrals from happy customers. Utilizing these referrals while introducing yourself to a new prospect is always a good idea as this is how you become a resource for your clients before and after the sale.

4. Don’t sell

Prospecting is a part of selling but not selling itself. It is the process through which you source leads that might later enter into your sales funnel. If you wish to be successful in your attempt, you have to build a relationship with the prospect. If you quickly jump into selling it will put pressure on your prospect. That is why it is better to build a foundation of trust before directly coming to the selling point. This makes your prospect more comfortable with you which helps make the selling procedure easy and more effective.

5. Follow up

You must keep your prospect involved in each step of the deal. Whether you are finalizing time for the next meeting or sending over additional resources, emails or calls help you build a relationship with your prospect which is extremely beneficial for the success of your call.

6. Use social media

Social media is an extremely powerful platform when it comes to connecting with your prospects. Find your prospects on various social networking sites. There are high chances of people who have searched for your products, being present on social media platforms like Facebook, Twitter or LinkedIn. To make a successful connection with them, you must solve their queries and post relevant contents to their research.

These above mentioned tricks can surely bring positive change in your sales calls. Besides you must keep yourself updated about the new developments that are continuously taking place in the sales environment. Try out various techniques until you are successful in discovering the perfect mix of modern and effective sales method that shows results.

InsuranceTelemarketer is the perfect service for any insurance agency owner hope understands the importance of consistent outbound calls in their long term marketing program. We prospect for commercial, auto, home, life and health.

4 Ways For Insurance Agents To Turn Facebook Fans Into Customers

Homeowners insurance is an old profession. You are most likely using Facebook, but are you confused by the different ways of converting your fans into customers? What are the simple strategies that can help to generate revenue with Facebook?

1. Offer your fans some benefits – Make the prospects feel unique and cared for if you want to turn your Facebook fans into insurance leads. If they feel like cogs in your machine, they won’t prefer to be your customers. Show that you care for them and offer them good benefits, like free consultations to educate them with your offers.

2. Ensure them you are having the right fans – If the prospects are not interested in your services, they won’t get converted into insurance leads. Ensure them that they are your right fans by following the correct demographics with lookalike audiences that you can draw from your own fans or from other fields like real estate, accounting and taxes, or financial planning.

Facebook fans

3. Move them through a funnel – It may not be possible to convert a fan into a customer directly from Facebook. A step you must take is helping people opt into your mailing list using Facebook. Once they get into your list, you can advertise your services via emails in a friendly and approachable way directly from their inbox. This can be an important step for you as people will always trust their emails.

4. Provide them useful content – Presenting useful and reliable content can attract your fans. The Contents can help to fix your name in your fan’s mind and turn them into your customers. Important is to present the content in the correct format. Today, native video is growing faster. Take advantage of uploading a native video through Facebook rather than other platforms. Myriad ways are there to use video advertising and tell your story.

Small businesses while marketing with Facebook will surely require dedication and time, but the most important is know-how. Earlier agents used to rely on face to face communication, flyers, referrals etc. to generate homeowners insurance leads. But now people have moved online. Use these tips in your daily social media, and you will most likely be able to turn your fans into customers.