Sales and Marketing tips

Prospecting: how do you identify the right contact?

Finding the right person to speak to will save you valuable time! But you need to know the right way to go about it… Tilkee will give you tips to help you find the right lead: someone who can make decisions internally as well as a specific need that you can meet.

Can the person you are dealing with sign off the deal?

LinkedIn, Xing (in Germany) and Hengzhi (in China) are useful tools for identifying the decision-makers near high up in the company; the job title is key to this part. Whether your contact be a CEO, sales manager, co-founder or director of operations… the right person is someone who doesn’t need approval to accept or refuse a proposal.

Take care not to confuse someone that can sign off and a “manager” or “influencer”: their opinions count, but they don’t make the final decision, even though you may sometimes have to go through them before meeting the decision maker.

Top tip: Tailor your calls around the person you are dealing with.
If your lead is in the insurance industry, try sending an SMS or calling in the evening after 18:00, when only decision makers and managers are still in the office.
In the construction industry, you are more likely to find the people in charge before 07:00 in the morning.

Tip 2: Make the most of your calls between Tuesday and Thursday. Remember, Monday is a favorite day for team meetings to review the previous week and plan for the next one. On Fridays,  decision-makers are all busy finalising the week’s work and probably won’t have time to think about what you have to say.

A decision maker will focus primarily on your proposal’s return on investment and economic soundness. In other words, anyone who tells you from the outset that it is too expensive (or who is interested only in the price) is not the person you’re looking for.

Credit: Pexels

Have you created a network of contacts?

If you have already sold your product or service and the customer(s) in question were satisfied, ask them for feedback or case studies. They may be able to point you in the direction of other promising leads and what better introduction than the recommendation of a satisfied client! So try to set up new leads through your most loyal customers.

Top tip: Send out a customer satisfaction survey once the sale is concluded (using Typeform or Eval&Go, for instance). If your client gives you a score of 8/10 or higher to the question “Would you recommend us to a contact of yours?”, automatically ask them for a name and telephone number!

Did you do your homework?

The research phase should act as a filter and exclude less promising prospects. More haste, less speed. It’s even more important to be well-informed than to have selling skills. Before contacting a lead, find out all you can about their position and role, as well as about the company, its history and its main competitors. Make sure the company you are going to call is really where decisions are made.

This preparatory work will also help you tailor your approach and your messages. Your contact will be able to tell from your offer, and probably also from the tone of your voice, that you are genuinely interested in their problems.

Top tip: Corporama is a very effective tool to help you pick the right targets and collect all the latest information about a company.

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