Connecting with your prospects can be a difficult and sometimes uncomfortable but it doesn't need to be that way. Connecting with your prospect is an essential part of the sales process and without good, positive connections with your prospects, it is very difficult to move your them through the buyer's journey and turn your prospect into a customer.
In this post, we will cover 4 easy steps that will help you transform how you connect with your prospects. Connecting with your prospects doesn't need to be difficult, uncomfortable, or tedious. Having a system in place and a plan of attack when it comes to connecting with your prospects will not only make it easier, but it will make your conversations and interactions that much more effective.
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transform how you connect with your prospects - 4 easy steps
it's all about having a plan of attack
1. build rapport.
There are many ways to build rapport with your prospects but there are a few basics that you need to keep in mind. First off, BE GENUINE. BE YOURSELF! Don't try to be something or someone that you are not. Don't try to create some alter-ego/persona or some type of salesy tone. Just relax and have a positive attitude. As Oscar Wilde said, "Be yourself; everyone else is already taken."
Also, be sure to show genuine interest and be a fantastic listener. People are self interested and this is quite helpful when it comes to selling. We need to learn about our prospects before we can provide the best solutions. Prospects want to feel like they have an opening to share what they’re thinking, including their desires, problems, and fears. The more genuinely interested you appear the more relaxed and willing to share they are likely to be. One common trait that you will find in the best sellers is their listening skills.
Last but not least, be sure to give genuine compliments. It is important that they are genuine. Your prospects are smart, and they will know if you are just brown nosing. If you like your prospect's website or are impressed with their organization, be sure to say so. If your prospect had a recent accomplishment, be sure to congratulate them! This can go a long way towards building rapport and they’ll appreciate it.
2. Know your audience.
Before calling or emailing your prospect, be sure to do your due diligence and put some time into researching your lead. Start by researching the company. What is the company size? What is their annual revenue? What do they sell? Who do they sell to? What is your prospect's role at the company? Are there any other key players within the company that may be involved when it comes down to the purchasing decision? All of these are great questions to have answered before you hop on a call with your prospect.
Be sure to read about their industry and have a basic understanding of the business. Check out their company news page and see what you can find. Are they hiring? Have they acquired new funding? Are they expanding their territory? Do they have any upcoming events? Also, be sure to check out some of the LinkedIn profiles within the company as well as explore if you have any shared contacts or are interested in similar groups. Shared contacts as well as groups can be a great resource for learning more about your prospect as well as demonstrating to them that you have something in common.
DON'T FORGET TO CHECK OUT SOCIAL MEDIA! 73% of sales professionals using social media outperformed their colleagues who weren't utilizing it.
3. Speak the prospect's language.
Don't get lost in translation! Be sure to speak your prospects language. Be sure to ask good questions and parrot back their language. Be a fantastic listener and pay attention to everything your prospects say and weave their exact works into your own materials/content/conversation when appropriate. You will be surprised how well this works.
Be sure to use their technical jargon and not yours. Be sure to read up on the industry and try and pickup key industry terms and know how to use them. Even better, if you know an expert in the industry, be sure to have them give you a quick crash course on how to speak to people in their industry. Be sure to take notes and ask questions so that you don't use the specific terms improperly. It is very important to stay current. While some jargon has most likely been around for a while remember that all languages, including business terminology, can evolve over time.
Don't forget to offer industry insight, especially insight from a competitor. You don't always have to have first hand knowledge. Maybe it is something that you have read about their industry that is relevant to them or their competitors. Maybe it is something that you noticed on their or one of their competitors blogs. When you keep up with their industry news as well as both your prospects company news and their competitor's, it demonstrates that you are interested and invested in learning more about your prospect as well as helping them.
4. Be helpful.
Being helpful is one of the biggest keys to closing more of your prospects. You should always be trying to attain trusted adviser status with your prospect. Being helpful and attempting to educate your prospects is a great way to build your personal brand as a thought leader in your space. Remember, people buy from people that they like and trust.
Be an educator. In order to put yourself in the position to educate your prospects, you need to become the ultimate listening machine and truly understand your prospect's pains and challenges. Once you discover these pain points, it is time to help them not yet with your services, but with your expertise. By offering your advice as an expert in your industry, you will help your prospects and in tune, become a trusted adviser giving you a better chance of turning your prospect into a customer.
Thanks for reading this post! We hope that these 4 easy steps will help you transform how you connect with your prospects. Want to learn how to turn your website into a lead generating sales machine? Download our eBook, An Introduction to Growth Drive Design by clicking the link below.